Role Description The Manager, Billings & Revenue FP&A will lead the financial planning and analysis of the Company’s recurring revenue base, with primary focus on Annual Recurring Revenue (ARR) and billings. This is an Individual Contributor role that is integral to the overall topline forecasting process. - Lead the analysis, review, and reporting of Annual Recurring Revenue (ARR), including the reconciliation of ARR to recurring revenue to ensure consistency and accuracy across reporting. - Partner closely with the accounting team to evaluate actual billings against budget and plan and to explain key variances. - Review and validate the billings detail supporting ARR to confirm it is accurate, complete, and appropriate for use as a basis for forecasting. - Support the overall topline forecasting process across revenue and billings. - Prepare and present monthly ARR, billings, and recurring revenue results and KPIs to senior business leaders. - Analyze Net Revenue Retention (NRR) and Gross Revenue Retention (GRR), partnering with the business to understand the drivers of recurring revenue movement. - Serve as a primary FP&A contact for ARR and billings matters, collaborating across Finance, Accounting, and the broader business to align reporting and forecasting assumptions. - Evaluate and implement process improvements across ARR and billings reporting, and complete various ad hoc analyses as required. Qualifications - Bachelor’s degree with a concentration in Finance or Accounting or the equivalent years of work experience. - Minimum of 7 years of experience in finance or accounting. - Must have held a similar role focused on billings and recurring revenue, with hands-on expertise in ARR and SaaS/subscription financial metrics. - Advanced skills in Excel. - Effective at interacting with a range of audiences including Senior Leaders. - Exceptional interpersonal, oral and written communications abilities. - Strong collaboration skills with the ability to influence and work effectively in a matrix environment to solicit support and resolve conflicts. - Strong analytical skills with the ability to collect, interpret, and analyze data which will be reported to multiple internal sources. - Successful completion of a background screening process including, but not limited to, employment verifications, criminal search, OFAC, SS Verification, as well as credit and drug screening, where applicable and in accordance with federal and local regulations. Preferred Requirements - Experience with Oracle and Salesforce. - An advanced degree in a related field.

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 Lead Revenue Operations Systems & Insights Analyst at Coupa: We are seeking a highly technical and experienced Lead Revenue Operations Systems & Insights Analyst to join our Revenue Operations team. This role is critical for transforming raw revenue data into actionable insights, leveraging expertise in RevOps data structures (Snowflake, DBT, SQL), AI-driven analytics, and reporting (Tableau). The ideal candidate must have significant experience within a SaaS environment and deep knowledge of RevOps processes and systems. You will bridge the gap between business strategy and data infrastructure, ensuring our RevOps systems—such as Salesforce, Clari, Outreach, Gong and Chorus—are optimized for data quality, reporting, and predictive modeling in Snowflake, DBT and Tableau. What You’ll Do - Design, build, and maintain robust data structures (data marts and star schemas) specifically for RevOps metrics and performance reporting. - Serve as the data expert lead for critical RevOps systems including Salesforce, Clari, Outreach, Gong and Chorus, ensuring data extraction is clean, accurate, and optimized for analysis. - Develop, optimize, and maintain complex SQL queries and data logic using DBT on Snowflake to support RevOps reporting. - Design, create and manage advanced Tableau dashboards and reports to visualize key revenue performance indicators and support strategic decision-making. - Apply advanced analytical techniques, including AI/ML concepts, to enhance forecasting, segmentation, and process optimization within the revenue funnel. - Collaborate closely with Sales, Marketing, Finance, and IT to translate business requirements into technical data solutions. - Ensure the integrity, reliability, and accuracy of revenue data across all integrated RevOps platforms. - Document data flows, business logic, and maintain high standards through peer review of data transformation code. - Troubleshoot data discrepancies and resolve systemic data quality issues within RevOps systems. What You Will Bring to Coupa - Minimum of 8 years of professional experience, with significant time spent in a Revenue Operations, Sales Operations, or Business Intelligence role within a SaaS company. - Deep expertise and working knowledge of key RevOps platforms and their data models, including Salesforce (required), Revenue Intelligence, Clari, Outreach, Gong and/or Chorus. - Expertise in RevOps data tools, including DBT, Snowflake, and advanced SQL. - Strong background in structuring and organizing RevOps data (e.g., star schemas, data marts) for business metrics and KPIs. - Demonstrated proficiency in creating high-impact visualizations and reports using Tableau. - Proven ability to translate complex revenue strategies and business processes into scalable, reliable data solutions. - Excellent communication skills, with a proven ability to partner effectively with both technical (Data Engineering/IT) and non-technical (Sales/Marketing) stakeholders. - Bachelor’s degree in a quantitative field (e.g., Finance, Economics, Business Analytics, or Computer Science). The estimated pay range for this role is $104,000 - $145,333 The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location. 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.

Role Description The Financial & Revenue Operations Analyst is a critical hire on the Revenue Operations team, responsible for the financial intelligence that drives decision-making across Sales, Finance, Accounting, and Executive Leadership. This role owns the full reporting cadence — weekly, monthly, quarterly, and annual — and serves as the connective tissue between raw pipeline data and the financial outputs that leaders act on. - Revenue Forecasting & Financial Reporting - Produce a consistent, leadership-ready financial forecast reporting. - Complete structured monthly financial report covering business financial metrics with accuracy, and variance to plan across all segments and geographies. - Build the financial data package for QBRs formatted for executive and board-level requirements. - Provide historical data, trend analysis, and financial modeling inputs to support financial business reporting and revenue target construction. - Identify and clearly communicate drivers of variance between forecast and actuals across business. - Maintain and continuously improve the revenue forecast model — including ARR, TCV, ACV, and renewal economics — ensuring data integrity and auditability at all times. - Sales Commission & Compensation Reporting - Pull closed deal data, attainment summaries, and relevant performance metrics from HubSpot and reporting systems; validate for completeness and accuracy prior to submission. - Compile and format the commission calculation workbook in Excel, applying plan logic provided by leadership, and preparing it for submission to the compensation team. - Deliver clean, reconciled commission data files to the comp team on schedule each month and quarter; flag exceptions or anomalies that require review. - Maintain working knowledge of current sales compensation plan structures in order to pull the correct data fields and apply the right logic — without owning plan design or dispute resolution. - Maintain organized records of commission data pulls, calculation files, and submission history for compliance and reference purposes. - Business Intelligence & Analytics - Work with system administrators and leadership to ensure data quality is maintained within the system. - Build and maintain sophisticated Excel workbooks for financial modeling, commission calculations, and ad hoc analysis — including pivot tables, dynamic formulas, scenario modeling, and data validation. - Identify and flag data quality issues across reporting sources; partner with RevOps leadership to remediate upstream problems affecting report accuracy. - AI Innovation & Process Streamlining - Leverage AI tools to automate recurring report generation, summarize large data sets, and surface insights that would otherwise require manual extraction. - Identify manual, repetitive steps in the reporting and commission workflow and implement solutions — whether through Excel automation, AI prompts, or reporting tool features — that reduce time-to-insight. - Stay current on emerging BI and AI capabilities relevant to financial reporting and revenue operations; bring recommendations to RevOps leadership for evaluation and adoption. - Cross-Functional Collaboration & Operational Support - Collaborate with Finance and Accounting to reconcile CRM-reported revenue against ERP actuals, support close processes, and ensure reporting consistency across systems. - Prepare executive-facing summaries and financial snapshots for leadership meetings, board prep, and investor reporting as needed. - Over the next 12 months, extend the reporting model developed for the Noggin/Rave product group to additional business units within Motorola Solutions — serving as both the analyst and the institutional knowledge carrier for this scale-out. Qualifications - A Bachelor’s Degree with 4+ years of experience in financial operations, revenue operations, sales operations, or a related analytical finance role. - Demonstrable experience producing recurring financial reports and forecasts in a corporate or SaaS environment. - Advanced Microsoft Excel proficiency: pivot tables, nested formulas, VLOOKUP/XLOOKUP, scenario modeling, data validation, and structured workbook design. - Experience with Zoho Analytics or a comparable BI platform (Tableau, Power BI, Looker) — building dashboards and interpreting data across multiple sources. - Working knowledge of HubSpot or Salesforce at the reporting and data extraction level; ability to pull and interpret CRM data without administrative configuration. - Fluency in ARR, TCV, ACV, pipeline coverage, win/loss rates, renewal economics, and forecast variance concepts. Requirements - Bachelor's Degree with 4+ years of finance operations/analysis OR 6+ years of finance operations/analysis. - Travel Requirements: Under 25%. - Relocation Provided: None. - Position Type: Experienced. - Referral Payment Plan: Yes. Benefits - Incentive Bonus Plans - Medical, Dental, Vision benefits - 401K with Company Match - 10 Paid Holidays - Generous Paid Time Off Packages - Employee Stock Purchase Plan - Paid Parental & Family Leave - and more!

• Serve as the primary sales operations partner to AMER Enterprise Sales and AMER Channel & MSP leadership, supporting the respective VPs and their teams across both end-user and partner motions • Own the forecasting process for both ENT and MSP/MSSP, including weekly pipeline reviews, call preparation, and executive-level reporting with clear, actionable narratives • Monitor pipeline health, coverage ratios, stage conversion, and deal velocity across the Enterprise (5,000+ employee accounts) and MSP/MSSP segments • Analyze funnel performance, win rates, and rep productivity (pipeline per rep, attainment, conversion) to surface risks and opportunities for leadership across both motions • Drive CRM hygiene and opportunity data quality standards across ENT AEs and MSP AEs, including proper model-type tagging, partner attribution, and forecast exclusion flagging for co-sell deals • Operationalize and enforce the MSP/MSSP Rules of Engagement (ROE), including co-sell workflows, dual-credit scenarios, opportunity exclusion logic, and end-user engagement documentation requirements • Partner with Partner Operations and Channel teams on MSP program mechanics, deal registrations, Pax8 attribution, and AWS Marketplace workflows • Act as a strategic partner to the Director of Global Sales Operations in shaping the AMER ENT and MSP/MSSP operating model, covering how the business is structured, measured, and scaled • Lead capacity and headcount planning for both segments, helping to model coverage needs, ramp assumptions, and rep productivity expectations as the AMER team grows • Own quota design and annual planning processes for ENT and MSP/MSSP, partnering with Finance and RevOps to ensure plans are aligned to company targets and drive the right selling behaviors • Develop and maintain compensation strategy inputs for ENT AEs and MSP AEs, including co-sell crediting models and Everstage crediting accuracy for dual-credit scenarios • Serve as a key contributor to Rules of Engagement design and updates, advising on account ownership policies, expansion windows, and ENT/MSP co-sell governance as the business evolves • Support territory design and account segmentation as the ENT and MSP teams scale, ensuring coverage models are efficient and equitable • Contribute to executive and board-level reporting, translating ENT and MSP performance data into clear operating narratives • Partner with RevOps Systems teams to ensure Salesforce workflows, routing logic, and reporting infrastructure accurately reflect both the ENT and MSP/MSSP motions