Revenue Systems Director, Revenue Operations
New
C
CoupaEnterprise software
Washington D.C., United StatesFull-TimeDirector
Salary152,000 - 213,333 USD per year
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Job Details
- Experience
- Ten or more years of experience in Revenue Operations, Sales Operations, Sales Enablement or go-to-market strategy and operations, including significant field-facing responsibility.
- Required Skills
- Change ManagementCRM
Requirements
- Bachelor's degree or equivalent practical experience.
- Ten or more years of experience in Revenue Operations, Sales Operations, Sales Enablement, or go-to-market strategy and operations, including significant field-facing responsibility.
- Experience designing and rolling out technology-supported go-to-market processes at scale across multiple segments or regions.
- Ownership of adoption outcomes for system or process change, including measuring and remediating adoption shortfalls.
- Working knowledge of CRM, sales engagement, prospecting and contact data, conversational intelligence, and forecasting platform categories from a process and usage perspective.
- Experience designing enablement or training programmes for a sales organization.
- Ability to influence senior go-to-market stakeholders without direct authority and maintain process standards under commercial pressure.
- Analytical capability, including defining adoption and process measures, sourcing data, and evaluating change outcomes.
- Experience with forecasting and pipeline management processes in an enterprise sales environment.
- Preferred: Experience in B2B enterprise software with a multi-segment, multi-region sales organization and established partner channel.
- Preferred: Prior quota-carrying, sales management, or field-facing experience.
- Preferred: Experience integrating professional services or advisory motions into go-to-market processes; formal change management qualification or equivalent methodology experience; or experience building and leading a field operations or enablement team.
Responsibilities
- Define go-to-market process design and standards of use for the revenue systems stack.
- Translate field requirements into documented process and solution requirements and prioritize them with the Platform and Architecture role.
- Operate a structured process for capturing field requirements, friction, and feedback across segments, regions, and routes to market.
- Own rollout and adoption of system and process changes, including change impact assessment, communications, readiness criteria, and remediation plans.
- Design systems enablement curricula, learning objectives, certification criteria, and reinforcement, and maintain field-facing documentation.
- Own forecasting and pipeline inspection processes, including cadence, participation, submission standards, and review routines.
- Partner with Sales, Finance, and Platform and Architecture on forecast accuracy improvement.
- Identify and prioritize AI and automation use cases, and lead field adoption measurement and workflow redesign.
- Define and report process compliance, adoption, forecast accuracy, pipeline data quality, and seller productivity measures.
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