Revenue Strategic Programs Director - Change Agent

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa? Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend. Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence. Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

The Impact of a Revenue Strategic Programs Director - Change Agent at Coupa:

The Revenue Strategic Programs Director – Change Agent makes sure the field always knows what matters most, what has changed, and what to do next. You will build clear, reliable messaging channels between revenue leadership and the field, so Coupa can move quickly with clarity on revenue-generating priorities and changes. You will own the change management and field communication layer of Coupa’s revenue programs. That means turning strategy and program decisions into simple, timely, actionable messages, and confirming they land, are understood, and lead to action. This role suits a communicator and change leader who is just as comfortable shaping the story with executives (CRO & COO) as listening to sellers, managers, and customer-facing teams. You are structured, fast-moving, and relentless about clarity, so that priorities and changes stick.

Field Messaging Channels and Communication Strategy Design, launch, and run clear, consistent channels that carry revenue priorities and changes to the field, so teams know where to look and what to trust. Establish a communication cadence, such as a regular priorities update, a “what changed” digest, and rapid-response notices for urgent shifts. Maintain a single source of truth for current revenue priorities, programs, and process changes, so nothing is lost in channel noise. Translate complex strategy, policy, and program decisions into plain, concise messages written for sellers, managers, and customer-facing teams. Define who needs to know what and when, and tailor messages by region, segment, and role. Change Management and Adoption Lead change management for revenue initiatives, including stakeholder mapping, impact assessment, readiness planning, communications, and reinforcement. Partner with Enablement, Sales Leadership, Customer Success, and Marketing to align messages, training, and tools around each change. Equip frontline managers with talking points, FAQs, and guidance so they can carry changes to their teams with confidence. Track adoption and understanding, then adjust the approach, the message, or the channel when the data says it isn’t landing. Speed and Clarity on Revenue Priorities Work with revenue leaders to sharpen and sequence the top revenue-generating priorities into a short, clear list the field can act on. Cut through competing asks from across the business so the field is not flooded, and the highest-impact messages get through. Shorten the time between a leadership decision and field awareness, and reduce the time from awareness to action. Listening and Feedback Loops Create two-way channels, such as input surveys, manager forums, and field advisory groups, so field feedback shapes how programs are designed and communicated. Act as the voice of the field with leadership, surfacing friction, confusion, and unintended consequences early. Close the loop by showing the field how its input led to changes. Program Partnership and Measurement Support strategic revenue programs with program management discipline, including milestones, owners, dependencies, and status reporting. Define metrics for communication effectiveness and change adoption, such as reach, comprehension, time to action, and behavior change, and connect them to revenue outcomes. Celebrate and motivate participation with clear leaderboards and incentives. Report progress, risks, and lessons learned to the CRO, COO and revenue leadership.

10+ years of experience in revenue operations, sales strategy or enablement, change management, strategic communications, program management, consulting, or a related field, ideally at a B2B SaaS or technology company. Demonstrated success driving change management and adoption among large, distributed field or sales teams. Exceptional writing and communication skills, with the ability to make complex topics simple, accurate, and actionable. Experience building and running communication channels, cadences, and content for a sales or customer-facing audience. Strong program and project management discipline, including planning, stakeholder management, and status tracking. Working knowledge of revenue metrics and go-to-market motions, such as pipeline, bookings, retention, and sales productivity. Ability to influence senior leaders and frontline teams, and to work across a matrixed global organization. Comfort with ambiguity and pace, and the judgment to know what the field needs to hear first.