Director, Partner Strategy & Operations

Summary

Join Coupa as a Director, Partner Strategy & Operations and become a key Revenue Operations Business Partner for our Channel & Partner Organization. You will report directly to Revenue Operations and collaborate closely with senior leadership. This role requires driving performance management for partners and internal managers, leveraging data-driven insights for forecasting and operational excellence. The ideal candidate possesses deep Salesforce expertise, experience in partner management within sales or revenue operations, and a strong understanding of forecasting and data analysis. Coupa offers a collaborative culture, pioneering technology, and the opportunity to make a global impact. This position demands a commitment to Coupa's core values: Focus on Results, Strive for Excellence, and Ensure Customer Success.

Requirements

• 8+ years of experience in Sales or Revenue Operations, with a strong background in managing partner operations, sales forecasting, and CRM optimization, preferably within the SaaS industry
• Advanced expertise with Salesforce, including partner management and forecasting capabilities
• Proficiency in data visualization tools (Tableau, PowerBI, etc.) and Excel for data analysis and reporting
• Extensive experience working with partner ecosystems, understanding channel sales dynamics, and supporting external partner success
• Ability to evaluate partner performance against revenue targets and other KPIs
• Strong analytical mindset with the ability to transform complex data into actionable insights and strategies
• Demonstrated commitment to Coupa's Core Values
• Focus on Results: Strong track record of delivering measurable outcomes, driving efficiency, and achieving revenue goals
• Strive for Excellence: Commitment to continuous improvement, high standards of quality, and personal accountability
• Ensure Customer Success: Passion for supporting both internal stakeholders and external partners, ensuring a win-win relationship
• Excellent interpersonal and communication skills with a collaborative approach to partnering with cross-functional teams and leadership
• Bachelor’s degree in a relevant field required

Responsibilities

• Act as the primary Revenue Operations Business Partner for the Channel & Partner Organization
• Collaborate directly with the Chief Partner Officer, VP of Partner Operations, and leadership team to align on strategic goals, performance metrics, and growth initiatives for both external partners and internal Partner Managers
• Design, implement, and maintain performance management systems to track and improve the productivity and effectiveness of our partners and partner managers
• Drive insights and recommendations on metrics such as partner revenue contribution, forecasting accuracy, and deal quality
• Oversee the configuration and usage of Salesforce within the Channel & Partner Organization, ensuring alignment with best practices, accurate data capture, and effective reporting
• Work closely with Salesforce admins and developers to tailor tools to meet the evolving needs of the partner organization
• Develop and implement robust forecasting methodologies tailored to the partner sales cycle
• Ensure accurate, data-driven forecasting to inform revenue targets and strategy
• Provide regular reporting and analytics to executive leadership on partner performance and overall contribution to Coupa's revenue goals
• Collaborate with Sales, Finance, Marketing, and other cross-functional teams to align on key initiatives, enhance partner support, and drive operational efficiency across the partner ecosystem
• Lead initiatives to streamline processes within the Channel & Partner Organization, leveraging Coupa's Focus on Results and Strive for Excellence values
• Continuously identify and address bottlenecks, inefficiencies, and areas for improvement
• Support the enablement of partners and partner managers on new processes, tools, and data insights
• Ensure that all stakeholders have the resources and knowledge to perform at their highest level

Preferred Qualifications

MBA or similar advanced degree

Benefits

• Based in Bay Area, California: $170,425 - $200,500
• Based in California: $153,000 - $180,000
• Based in Colorado: $139,400 - 164,000
• Based in New Jersey: $153,000 - $180,000
• Based in New York: $153,000 - $180,000
• Based in Washington: $153, 425 - $180,500