Leads change management and field communications for revenue programs. Builds messaging channels, translates strategy into actionable guidance, coordinates stakeholders, supports adoption, gathers field feedback, and measures communication effectiveness and behavior change. Partners with revenue leadership, Enablement, Sales, Customer Success, and Marketing to prioritize initiatives, equip managers, track milestones, and report progress to senior executives.
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.
What You'll Do:
- 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.
- 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.
- 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.
- 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.
- 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.
Field Messaging Channels and Communication Strategy
Change Management and Adoption
Speed and Clarity on Revenue Priorities
Listening and Feedback Loops
Program Partnership and Measurement
What You Will Bring to Coupa:
- 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.
The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive:
Global Well-Being Perks (For All Employees Globally)
- Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
- Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
- Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
- Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
- Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
- Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .
Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.
Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
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