The Impact of an Executive Success Partner at Coupa:
The Executive Success Partner acts as the single senior leader for the customer relationship of Coupa’s most strategic accounts. In this high-impact role, you will serve as the primary executive counterpart to the customer’s executives, ensuring that Coupa’s platform not only delivers on its promises but evolves to drive the customer’s long-term business transformation. You will move beyond transactional management to architect specific value journeys, orchestrating Coupa’s global resources to align with the customer’s objectives while driving profitable growth and partnership expansion.
What You'll Do:
- C-Suite Alignment: Cultivate and command trust-based relationships with customer executives, aligning Coupa’s capabilities directly with their corporate strategy and board-level objectives.
- Value Architecture: Define, measure, and aggressively drive the realization of business outcomes. You are accountable for ensuring the customer captures the full ROI of their investment.
- Strategic Advisory: Act as a thought leader, leveraging deep expertise in Autonomous Spend Management to challenge the status quo and introduce innovative industry perspectives that drive continuous improvement.
- Holistic Account Leadership: Lead the governance model, establishing rigorous internal and external engagement cadences that ensure the entire account team—Sales, Services, and Product—operates as a cohesive unit.
- Cross-Functional Mobilization: Direct diverse, matrixed teams (including Services, Support, Product and other Subject Matter Experts) to solve complex business challenges, bridging the gap between sales discovery and Coupa execution.
- Delivery Excellence: Oversee the health of engagements, partnering with the leadership team to anticipate resource needs, mitigate risks, and accelerate time-to-value.
- Strategic Roadmap & Expansion: Move the partnership beyond individual projects by developing long-term "account journeys." Proactively identify opportunities for solution upsell and cross-sell that solve emerging customer problems.
- Voice of the Customer: Champion the customer’s feedback within Coupa, influencing Product, Technology, and Marketing roadmaps to drive systemic improvements.
- Investment Optimization: Direct strategic investments—such as Value Advisory engagements or Services assessments—to where they will generate the highest impact for both the customer and Coupa.
Executive Partnership & Value Realization
Account Orchestration & Governance
Growth, Innovation & Advocacy
What You Will Bring to Coupa:
- Experience: 15+ years of experience in customer success, management consulting, or professional services with a track record of influencing C-level stakeholders in complex enterprise environments.
- Strategic Vision: A demonstrated ability to translate abstract business objectives into actionable software solutions and transformation roadmaps.
- Domain Expertise: A deep understanding of the Source-to-Pay (S2P) lifecycle—including Strategic Sourcing, Contract Lifecycle Management (CLM), and Procure-to-Pay (P2P)—enabling you to lead digital transformation with authority.
- Operational Command: Proven success in mobilizing and leading distributed, cross-functional teams without direct reporting lines to deliver large-scale programs.
- Commercial Acumen: An entrepreneurial mindset with the ability to identify growth opportunities, support renewal retention strategies, and negotiate prioritization.
- Master Communication: Exceptional ability to synthesize complex technical and business concepts for executive audiences, coupled with the emotional intelligence to navigate sensitive political landscapes.
Skills Required
- 15+ years of experience in customer success, management consulting, or professional services
- Proven success in mobilizing and leading distributed, cross-functional teams
- Deep understanding of the Source-to-Pay lifecycle
- Ability to influence C-level stakeholders
What the Team is Saying
Coupa Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is described as comprehensive, spanning medical, dental, vision, and mental‑health resources from day one. Plan breadth and wellness support are consistently emphasized.
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Leave & Time Off Breadth — Time off includes flexible or unlimited PTO, paid parental leave, floating holidays, and dedicated volunteer time. Remote‑friendly practices are noted to support taking time away.
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Parental & Family Support — Family‑building and caregiving supports include fertility benefits, generous parental leave, and resources for adoption and elder care. Return‑to‑work assistance and an onsite Mother’s Room are highlighted.
Coupa Insights
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
