HRBP, Revenue Organization, Americas

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 an HRBP at Coupa:

The role of HR Business Partner supporting the Americas Revenue Organization is critical for accelerating business growth and ensuring the sales and customer-facing teams are highly motivated, skilled, and efficiently structured to meet ambitious targets. 

• Performance & Quota Attainment:
• Partner closely with Revenue leadership to develop and implement people strategies that directly support quarterly and annual revenue goals and quota attainment.
• Drive high-performance culture and talent initiatives within the Revenue Organization, focusing on key metrics like sales productivity, cycle time, and retention of top performers.
• Compensation & Incentives:
• Act as a key liaison between the Revenue Organization and the Compensation/Finance teams on the design, implementation, and communication of sales incentive and commission plans to ensure they are competitive, compliant, and effectively drive desired sales behaviors.
• Talent Management & Sales Enablement:
• Proactively manage and consult on sales talent pipeline, succession planning, and organizational design to support high-growth scaling and geographic expansion of revenue teams.
• Collaborate with Learning & Development and Sales Enablement teams to identify skills gaps and execute training programs specific to the sales lifecycle, new product launches, or leadership development for sales managers.
• Change Management & Reorganizations:
• Help to support Lead HR-related aspects of territory or organizational restructuring within the Revenue Organization, including change communication, job transition planning, and post-merger integration for acquired sales teams.
• Employee Relations (Performance Management Focus):
• Manage sensitive employee relations issues with a focus on performance management for underperforming sales individuals, ensuring fair and prompt resolution in a quota-driven environment.

• Domain Expertise:
• 5+ years of direct HRBP experience supporting a high-growth, global Revenue (Sales, Go-to-Market) organization in the technology or SaaS industry.
• Deep understanding of the Sales compensation lifecycle and familiarity with the metrics and challenges of a quota-carrying environment.
• Working knowledge of common sales organizational structures, roles (AE, SDR, SE, CSM), and career paths.
• Strong understanding of the Americas Region (Canada, Latam and USA)
• Strategic & Analytical Skills:
• Demonstrated ability to use people data and analytics (e.g., turnover rates by tenure/region/performance level, time-to-fill for sales roles) to diagnose organizational health and influence revenue leadership decisions.
• Proven ability to quickly build trust and credibility with fast-paced, results-oriented Sales Executives and Managers.
• Communication:
• Exceptional ability to translate complex HR policies into practical, business-focused solutions for a non-HR audience, particularly in the context of performance and compensation.

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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