Coupa Software, Inc.

Drive growth by prospecting and closing large six-figure deals within strategic enterprise accounts. | Proven track record of exceeding sales quotas in a B2B SaaS environment and influencing C-level executives. | 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 Sr. Account Director, Enterprise at Coupa: As an Enterprise Account Director at Coupa, you will drive our growth by prospecting, qualifying, pursuing, and closing opportunities within strategic accounts with revenues over USD 1bn. Your focus will be on targeting new logo prospects and building strong relationships with key decision-makers such as CPOs, CFOs, CIOs, and other customer stakeholders and influencers. By developing trusted advisor-level relationships, you will position Coupa as the preferred partner and create new business opportunities in collaboration with our digital transformation partners. Your contributions as an Enterprise Account Director will directly impact our success in expanding our market presence and driving revenue growth. Through your strategic approach and deep understanding of our customers' needs, you will establish Coupa as the go-to solution for their business challenges. Your ability to foster trusted relationships with senior executives and key stakeholders will drive new business opportunities and solidify Coupa's position as the Total Spend Platform leader. Join us in shaping the future of enterprise accounts and play an instrumental role in driving the growth and success of Coupa on a global scale. \n What You’ll Do Prospecting, building pipeline and selling Coupa cloud-based spend management solutions Engaging with C-level professionals to position Coupa’s strategic value proposition and lead large six-figure plus deals to closure Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver Creating & maintaining actionable account plans to guide and develop strategies and identify new business opportunities Providing accurate forecasts and monthly reports to the sales manager to communicate the health of the sales pipeline, significant market trends, and any potential risks that may impact the ability to hit targets What You Will Bring to Coupa Consistent track record of exceeding sales quota in a SAAS B2B Software environment Proven track record of successfully selling to and influencing C-level executives at the Enterprise level Strong organizational capability and experience in enterprise account planning Demonstrated ability to sell business value to Finance and Business customers using ROI and TCO models Cross-functional leadership skills, working effectively with diverse teams, including Account Development and Solutions Consulting teams to deliver successful business outcomes \n $150,000 - $170,000 a year OTE range $300,000-$340,000 with a mix of 50/50 The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. \n 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.

Lead strategic AI transformation engagements and design AI-driven procurement and finance workflows with executive stakeholders. | Requires strong procurement and finance domain expertise, AI knowledge, executive presence, and experience in large-scale digital transformation. | The Impact of a AI Business Transformation & Design Strategist at Coupa: The AI Business Transformation & Design Strategist, internally known as the Forward Deployed Business Consultant (FDBC), serves as the strategic lead for Coupa's most critical AI-led transformation engagements. Acting as the bridge between customer business objectives, the Forward Deployed Engineer (FDE), and Coupa's product roadmap, this role partners closely with C-suite stakeholders to redesign procurement and finance operations from manual, human-led processes into agentic, AI-driven workflows. Focused on business outcomes, the FDBC identifies high-impact opportunities, shapes transformation strategy, and defines the future-state operating model for AI-enabled Business Spend Management. What You'll Do: • Strategic Discovery & Domain Funneling >• Lead strategic discovery and AI opportunity mapping across the Coupa platform to identify untapped functionality where AI and Intake Orchestration can solve business friction >• Apply logical reasoning to guide customers away from ineffective AI use cases, focusing on high-impact solutions that address underlying business problems >• Leverage deep procurement and finance domain expertise to design AI agents aligned to specific personas and operational workflows >• Own and sequence customer AI deployment roadmaps, prioritizing AI-ready domains for immediate ROI while planning long-term agentic transformation initiatives >• Transformation Architecture & Process Engineering >• Influence Business Spend Management (BSM) transformation initiatives across procurement, AP, finance, and Source-to-Pay workflows >• Define future-state operating models and KPIs focused on measurable business outcomes and operational impact >• Apply traditional Source-to-Pay expertise to emerging AI and agentic workflow scenarios to ensure scalable and effective automation design >• Change Leadership & Adoption (AI COE) >• Drive the creation of customer-led AI Centers of Excellence (COE) to support governance, adoption, and long-term AI success >• Define human-in-the-loop controls based on compliance, business risk, and policy requirements >• Advise customers on workforce evolution, organizational change, and AI adoption strategies across procurement and finance teams >• Executive Alignment & Product Bridge >• Translate AI capabilities, Smart Intake, and Orchestration solutions into measurable business value and ROI for CFOs, CPOs, and executive stakeholders >• Act as the voice of the customer internally by partnering with Product Management to identify roadmap gaps and influence future AI capabilities >• Build trusted advisor relationships with executive stakeholders, serving as the strategic lead and AI transformation expert throughout customer engagements > What You Will Bring to Coupa: • The "Must-Haves" >• Strong procurement and finance domain expertise with professional fluency across Source-to-Pay (S2P) processes and legacy operational pain points >• Deep understanding of the GenAI landscape including LLMs, RAG architectures, and autonomous agents, with the ability to distinguish between practical and theoretical AI applications >• Executive presence with the ability to secure C-suite buy-in while partnering with functional leaders to operationalize AI strategies within day-to-day workflows >• Experience supporting large-scale, cross-functional enterprise digital transformation initiatives >• The "Nice-to-Haves" >• Experience with the Coupa platform and broader Business Spend Management ecosystem, including implementation exposure across core modules and Compose >• Background in Tier-1 consulting environments leading enterprise transformation and large-scale change initiatives >• Industry expertise across sectors such as Pharma, Manufacturing, Technology, or other complex enterprise environments >• Desired "Super Powers" >• Ability to recalibrate customer expectations and reconnect AI initiatives back to measurable business value when projects face challenges >• Strong commercial and strategic thinking with the ability to pivot toward alternative high-ROI AI use cases to maintain engagement momentum >• Proactive approach to leveraging internal and external customer communities to accelerate problem solving and avoid reinventing solutions >• Ability to navigate the organizational and emotional aspects of AI transformation, reinforcing iteration and change adoption >• Trusted advisor mindset with the ability to define realistic success outcomes and position AI as a high-impact business tool rather than a "magic wand" >• Strong discovery and consultative skills, asking the right business and operational questions based on deep understanding of customer personas and workflows > The estimated pay range for this role is $152,000 - $198,000 The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Please be advised that inquiries or resumes from recruiters will not be accepted.

Design and implement scalable data ingestion and platform components across multi-cloud environments with high ownership and technical depth. | 8-10+ years building scalable data and analytics platforms with strong Python and SQL skills, cloud experience, and familiarity with data lakehouse architectures. | 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 Sr. Lead Software Engineer at Coupa: At Coupa, we are building a centralized, modern data platform on Apache Iceberg, designed to operate across a multi-cloud environment and power customer-facing analytics at scale. Our platform processes large volumes of data every day, combining batch ingestion and CDC-based streaming events, and serves data that is directly consumed by our customers. This is a senior, hands-on individual contributor role with high ownership and technical depth. A key part of the role is continuously improving latency, reliability, and performance as the platform scales. You will work on challenging, real-world data problems—ranging from high-throughput ingestion to enabling sub-second data retrieval and query performance—while influencing architecture and best practices across the broader data ecosystem. If you enjoy solving complex data platform problems, working close to production systems, and seeing your work directly impact customers, this role offers constant opportunities to make a meaningful impact without becoming repetitive. \n What You’ll Do • Design and implement scalable, high-throughput data ingestion systems that integrate internal and external data across domains • Design and build core data platform components, including ingestion, validation, orchestration, and lineage, with a focus on code quality and reliability • Build and evolve a centralized data lake using Apache Iceberg (or similar table formats) • Work across multi-cloud environments (AWS, GCP, Azure) to design and implement cloud-agnostic data ingestion and processing patterns • Contribute hands-on to the Semantic layer, ensuring data is easy to consume for BI and analytics teams • Partner with Senior Data Engineers, Platform Engineers, and Analytics Engineers to align how data is produced, stored, and consumed • Establish practical engineering standards for testing, observability, and operational excellence • Provide technical leadership through mentorship, code reviews, and design discussions, while remaining hands-on What You Will Bring to Coupa • 8-10+ years of experience in software or platform engineering, with a focus on building scalable data and analytics platforms • Strong understanding of data ingestion patterns at scale, including CDC, and how data should be modeled and stored in a data lake for fast, efficient retrieval • Proven experience building and operating large-scale data pipelines in production • Experience working with modern data warehouses such as Databricks, BigQuery, or Snowflake • Strong proficiency in Python and SQL, with a focus on writing production-quality, maintainable, and testable code • Hands-on experience working with cloud data services in AWS, GCP, or Azure • Experience working with query engines such as Presto or Trino to enable fast, reliable analytics over data lakes • Familiarity with Lakehouse architectures and table formats such as Iceberg or Delta Lake • Familiarity with data governance, lineage, metadata, cataloging, and data quality practices Nice to have: • Nice to have exposure to semantic layers, metrics frameworks, or BI-friendly data modeling • Experience supporting analytics or AI/ML workloads \nThe estimated pay range for this role is $149,000 - $193,500 The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location. #LI-REMOTE #LI-AA2 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.