• Own full-funnel execution from SQL → Closed Won → Renewal/Expansion, ensuring conversion bottlenecks are caught early, handoffs between AEs and AMs are clean, and pipeline velocity improves continuously. • Drive forecast accuracy across New Business and Account Management by building predictive indicators for deal risk, win probability, churn signals, and expansion readiness — giving revenue leaders a reliable view of the quarter. • Govern the CRM as the system of record for all NB and AM activity — deal stage hygiene, pipeline integrity, territory and segment mapping, and routing logic that scales without manual intervention. • Eliminate manual reporting overhead by building automated dashboards and decision-ready insights for AE, AM, and leadership audiences — covering pipeline health, rep performance, renewal risk, and NDR drivers. • Own AM motion operationally — renewal tracking, expansion pipeline visibility, churn risk flagging, and the data infrastructure that lets CSMs and AMs prioritize the right accounts at the right time. • Accelerate cross-functional execution by partnering with Sales, Channel, CX, and Finance on operational handoffs, coverage model changes, and GTM process improvements that span the full customer lifecycle. • Embed AI into reps velocity forecasting, deal prioritization and account risk scoring to move RevOps from a reactive reporting function to a proactive growth engine.

• Define and own the revenue operations strategy and multi-year roadmap, in alignment with AMDT’s growth plan • Lead efforts to systematize and professionalize GTM operations, embedding accountability and transparency • Own the full forecasting lifecycle: pipeline reviews, forecast accuracy targets, variance analysis, cadence, escalation paths, and linkage to executive metrics • Partner with Sales, Channel, Marketing, and Customer Success to design and enforce rules of engagement, handoff SLAs, territory / channel assignments, and incentive alignment • Actively execute on key operational initiatives — e.g. data hygiene programs, process redesigns, system integrations — rather than delegating every major piece • Champion data integrity and single source of truth across CRM, marketing automation, CPQ, analytics, and related GTM systems • Serve as the integrator across marketing, demand generation, sales, channel/partner, and post-sales functions • Lead planning sessions (annual, quarterly, monthly) to ensure all GTM functions are aligned on goals, interdependencies, and execution plans • Define shared metrics, dashboards, and reporting frameworks to promote transparency and unified decision processes • Lead change management efforts associated with new systems, protocols, or organizational changes • Build and maintain dashboards and reporting layers that provide clarity on funnel performance, conversion rates, velocity, segmentation, cohort trends, and leading indicators • Introduce predictive models and advanced forecasting techniques to improve accuracy and forward visibility • Provide analytical support and strategic guidance to executive leadership about growth levers, bottlenecks, and capital allocation • Mentor and scale a high-performing operations team (analytics, process, systems) • Foster a culture of operational excellence, continuous improvement, and accountability • Partner with enablement / training functions to embed new processes, tools, and behaviors into GTM teams • Own the GTM stack (CRM, marketing automation, CPQ, deal desk, analytics) and integrations • Evaluate, implement, and optimize tools; manage vendor relationships and ROI analyses • Establish strong data governance, system configuration practices, and scalability safeguards

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. 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