Sales Strategy & Field Operations Manager
Job Summary
Job Description
Coupa is seeking a dynamic Revenue Field Operations Business Partner to serve as a strategic advisor and operational partner to European Sales Leadership. Reporting to the Head of International Revenue Operations, this role will focus on maximizing sales performance and driving business growth across EMEA. Responsibilities include planning sales strategies, measuring Key Performance Indicators (KPIs), visualizing data, analyzing performance metrics, and guiding the sales team. The role involves running field revenue operations cadences like forecasts and pipeline reviews, partnering with Go-To-Market (GTM) leaders on territory design and process adherence, contributing to sales planning, and improving sales rep productivity. It also includes assessing and proposing improvements to sales processes for consistency and revenue predictability, and analyzing the sales funnel for insights at rep, team, and territory levels.
Must have:
- 5+ years of related work experience
- Experience with sales organizations and field sales
- Exceptional quantitative MS Excel skills
- Strong experience with SaaS tech stack (Salesforce, Clari, Outreach)
- Ability to interface with all employee levels
- Strong influence skills and attention to detail
- Ability to manage multiple concurrent projects
- Highly collaborative style
Good to have:
- Experience in a publicly traded or $500M+ ARR SaaS company
- Experience working with finance, legal, deal desk, marketing, planning, support, and operations
- Strong sense of urgency
Perks:
- Pioneering Technology
- Collaborative Culture
- Global Impact
5 skills required
Job Details
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 Field Operations Business Partner at Coupa:
Coupa is seeking a dynamic, results-oriented Revenue Field Operations Business Partner to act as a strategic advisor and operational partner to our European Sales Leadership team. Reporting directly to the Head of International Revenue Operations, this is an opportunity to help shape the growth trajectory of the world-leading buyer-supplier network.
This role will drive maximize/enhancement sales performance to promote the growth of the business across EMEA Specifically, it involves planning sales strategies, measuring KPIs, visualizing data and performance, analyzing situations. Based on these metrics, actions will be taken like guiding the sales team or collaborating with other stakeholders.
What You'll Do:
- Run field revenue operations cadence, including forecast, pipeline reviews, QBRs.
- Partner with GTM leaders to design territories, create equitable books of business and drive process adherence.
- Contribute to ongoing sales planning motions, ensuring the business hires to plan and is configured to meet targets.
- Maintain regular check-ins with Sales Leaders and field reps to understand challenges and opportunities for productivity improvements, then lead performance improvement initiatives from start to finish.
- Assess and propose improvements to repeatable, scalable processes that promote sales process consistency and revenue predictability.
- Interrogate the sales funnel to provide insight on pipeline dynamics at the rep, team and territory level.
- Coordinate with revenue operations teammates on systems and process improvements for the sales organization.
What You'll Bring To Coupa:
- 5+ years of related work experience required, ideally in a publicly traded, or $500M+ ARR SaaS company.
- Experience working with sales organizations, as well as direct field sales, finance, legal, deal desk, marketing, planning, support, and operations.
- Exceptional quantitative MS Excel skills (i.e. sum-ifs, index/match, vlookup, table formulas, and pivot tables) and strong experience working with a best-in-class SaaS tech stack, including Salesforce, Clari and Outreach
- Ability to interface with all levels of employees, from Executive level to employee base with strong influence skills, attention to detail, and incredibly strong sense of urgency
- Ability to manage multiple, concurrent projects and work independently and thrive in a dynamic, complex environment. Highly collaborative style.
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.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
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