Revenue Strategy & Economics Director
New
C
CoupaB2B SaaS
Source API remote eligibility restrictions: United States; Remote (Americas time zones), Americas time zonesFull-TimeDirector
Salary104,000 - 145,333 USD per year
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Job Details
- Experience
- 5–8 years in a quantitative, revenue-facing role, weighted toward RevOps or Sales Strategy in B2B SaaS
- Required Skills
- SQLTableauMicrosoft ExcelGoogle SheetsLooker
Requirements
- Have 5–8 years of experience in a quantitative, revenue-facing role, weighted toward RevOps or Sales Strategy in B2B SaaS.
- Bring exceptional quantitative modeling ability, including scenario structure, rigorous assumptions, sensitivities, and clear articulation of model limitations.
- Understand SaaS revenue mechanics, including ACV, bookings, revenue, pipeline conversion, quota and capacity, ramp, attainment, CAC payback, and sales efficiency.
- Understand seller economics, including quota credit and splits, overlay and specialist crediting, and SKU-level bag definitions.
- Have expert Excel or Google Sheets skills and experience building auditable multi-scenario models.
- Use SQL and a BI tool such as Sigma, Tableau, or Looker in practice.
- Be able to turn analysis into concise executive recommendations and defend assumptions with senior stakeholders.
- Produce precise, reconcilable, defensible commission calculations against finance actuals and close calendars.
- Be comfortable operating in ambiguity and owning an analytical agenda without an existing playbook.
- Anaplan experience is strongly preferred; experience with Anaplan, Pigment, or similar planning tools is a plus.
- Working familiarity with Salesforce data, Python, R, dbt, M&A diligence, or GTM integration is a plus.
Responsibilities
- Build and own scenario models for revenue investments, including headcount additions, segment and geo expansion, coverage changes, overlays, and partner leverage.
- Translate scenarios into recommendations on what to fund, defer, or stop, with expected bookings and efficiency impacts.
- Model productive capacity, ramp, attrition, quota coverage, and the marginal return on additional hires.
- Analyze productivity, attainment, win rates, sales efficiency, CAC payback, and the effects of retention, enablement, or ramp investments.
- Compare cost per dollar of bookings across products and motions, and determine where coverage and specialist overlays earn their keep.
- Model coverage and route-to-market alternatives, transition costs, segmentation, account tiering, and specialization decisions.
- Provide quantitative assumptions and checks for the annual territory and quota-setting cycle, and reconcile plan assumptions with FP&A's revenue model.
- Build datasets and reusable analyses using SQL and BI tools, and document methodology for review and reuse.
- Model acquisition-related GTM capacity, coverage, cross-sell, synergy assumptions, and integration options.
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