The Role
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 Executive Sponsorship Accounts Director at Coupa:
You will be responsible for orchestrating executive-level customer engagement across the company’s most strategic accounts owned by P&T organization. This role sits at the intersection of customers, executive leadership within P&T, product, sales, services and partners, ensuring a unified, valuedriven, and outcome-oriented customer experience. You will prepare executives for high-impact customer interactions, including briefings, agendas, and follow-ups. Partner with Key Account teams to pair and enable internal executive sponsors with customer executives, ensuring clear objectives and engagement plans.
What You'll Do:
- Own and lead the Customer Office for a defined portfolio of strategic and global enterprise customers
- Establish and run executive governance models, including participating in QBRs, Executive Steering , and escalation forums
- Ensure consistent, outcome-focused executive touchpoints that reinforce customer value and strategic alignment
- Track executive engagement effectiveness and sentiment across sponsored accounts
- Serve as the primary executive escalation point, ensuring timely resolution of critical issues and risks
- Build deep relationships with Sales and leadership teams
- Define and track customer success and value realization frameworks aligned to customer business objectives along with the Key Sales/Account team
- Ensure the Account team has a proactive plan in place to manage customer lifecycle journey
- Define along with Account team a clear engagement plan for Product Executives to engage with Customer Executives
- Identify early warning signals related to customer health, satisfaction, or adoption
- Partner with Customer Success, Professional Services, and Support to drive adoption, renewal readiness, and expansion
- Orchestrate cross-functional account teams across Sales, Customer Success, Product, Engineering, Services, and Partners
- Act as the single point of coordination for executive engagement across Sales, Customer Success, Product, Support, and Services
- Align internal teams around executive priorities and commitments
- Facilitate resolution of executive-level issues and escalations
- Influence product roadmap priorities by bringing structured, executive-level customer feedback into the organization
- Support renewals, expansions, and upsell motions through executive sponsorship and partnership with Product teams
- Identify whitespace and innovation opportunities within customer organizations
- Contribute to account planning and long-term customer strategy in partnership with Sales Leadership
- Champion the Voice of the Customer within the internal teams - primarily Product teams and key account teams
- Develop customer advocates, references, and case studies
- Represent customers internally to ensure decisions are grounded in real-world customer impact
What You Will Bring to Coupa:
- 8+ years of experience in enterprise software, SaaS, or digital transformation roles
- Experience operating a Customer Office or Executive Engagement model
- Background in procurement, finance, supply chain, or enterprise transformation
- Proven track record managing C-level relationships at large, complex global customers
- Strong background in Product Management, Customer Success, Account Management, Consulting, or Program Leadership
- Experience leading cross-functional teams without direct authority
- Exceptional communication, facilitation, and influencing skills
- MBA or equivalent advanced degree
- Experience working with global, multi-region customers
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.
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The Company
What We Do
Coupa is a global technology company that helps businesses run smarter by connecting all the ways they spend money — from procurement and expenses to payments and supply chain decisions — in one intelligent platform. In simple terms, Coupa gives organizations the visibility and control they need to make better financial choices, reduce waste, and drive real impact. It’s where technology meets purpose: helping companies manage their resources more responsibly while creating a positive ripple across their people, partners, and the planet.
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:
HR
Ann Arbor
Bangalore office
Bogotá, CO
Boston, MA
Chicago, IL
Dubai, Dubai 48800
Hyderabad office
São Paulo, BR
Shivaji Nagar, IN
Singapore, SG
Tokyo Office
Uppsala, SE
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