The Role
The Deal Desk Specialist manages deal structuring and pricing, supports sales teams, collaborates with finance, ensures compliance, and improves Salesforce data quality.
Summary Generated by Built In
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 Deal Desk Specialist at Coupa:
The Deal Desk Specialist is a key member of Coupa’s Sales Operations Team. The qualified candidate will manage the Deal Desk function and support the sales team in successfully closing deals for Coupa’s products and services portfolio. This is a highly visible position which requires extensive interaction with senior executives and staff members across sales, marketing, product management, finance, support, legal, and professional services. Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business skills to assess requests and find solutions that meet stakeholder needs. A successful candidate will have demonstrated the ability to proactively and effectively work together with all organizational levels within a fast-moving high-technology company, particularly interfacing between Sales teams and internal cross-functional stakeholders. We are looking for a results-driven, self-starter to join our team. This individual will be a trusted advisor to the sales team while ensuring all deals meet the regulatory, auditable and financial controls that Coupa has established. The main function of the Deal Desk is to provide guidance to the Sales teams in the development of proposals and quotes for existing and prospective customers to ensure that Coupa is able to win deals, increase market share and grow the revenue stream from Coupa’s Cloud offerings.
What You'll Do:
- Manage the Deal Desk function by supporting the sales team with deal structuring, quoting, pricing, special terms, and exception approval processes.
- Collaborate with finance to ensure all deals have proper CPQ approvals and complete, executable bookings packages.
- Support the Field Organization throughout the customer/contract lifecycle, from lead-to-quote through to renewal, cross-sell, and up-sell.
- Participate in reviewing and responding to RFPs, RFIs, and RFQs as needed.
- Develop and enforce contracting guidelines and train field operations on best practices for both standard and non-standard deals.
- Ensure Salesforce data quality for all quotes and deals, including special pricing, entitlements, and deal amounts, while continuously improving related processes and systems.
What You Will Bring to Coupa:
- Experience: 1–5 years in Software Sales, Accounting, Finance, Revenue Recognition, Legal, Sales Planning, Operations, or Business Contracting; BS/BA degree required.
- Language Skills: Fluency in English required; Portuguese is a strong plus.
- Licensing Knowledge: Solid understanding of licensing models (e.g., named/concurrent users, ELAs, term/subscription pricing, SaaS/Cloud); knowledge of GSA and international pricing is preferred.
- Revenue & Finance: Strong grasp of revenue recognition principles and financial modeling/analysis; program and project management skills required.
- Communication: Excellent written and verbal communication; capable of presenting business cases and pricing proposals to senior executives.
- Systems Proficiency: Experience with Salesforce.com, quoting/approval workflow systems, and Business Intelligence, Reporting & Analytics tools.
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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.
Top Skills
Business Intelligence
Reporting & Analytics Tools
Salesforce
What the Team is Saying
Alex Moon
AI Trainer
Jessica Fonseca
Technical Support Specialist
Aditya Maheshwari
Cloud Quality Engineer
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The Company
What We Do
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. Coupa is the margin multiplier company.
Why Work With Us
At Coupa, we prioritize an inclusive and empathetic workplace where every voice is valued. Our teams are proactive and accountable, ensuring we collaborate effectively to achieve our goals. The foundation of our culture rests on our people; we believe in fostering an environment that encourages innovation and curiosity.
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Coupa Offices
Remote Workspace
Employees work remotely.
Our virtual-first approach is intentional. It gives you the freedom to do your best work in a space that supports focus, balance, and creativity, while staying connected to a global team of changemakers who are redefining the future of business spend
Typical time on-site:
None
Ann Arbor
Bogotá, CO
Chicago, IL
Hyderabad office
São Paulo, BR
Shivaji Nagar, IN
Tokyo Office
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