The Role
The Lead Business Systems Analyst will optimize GTM systems, focusing on the Lead-to-Opportunity process, and translate business requirements into technical solutions with Salesforce and Clari.
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 Lead Business Systems Analyst at Coupa:
We are seeking a highly motivated and experienced Lead Business Systems Analyst to join our dynamic Business Systems team. In this critical role, you will be instrumental in optimizing and transforming our Go-to-Market (GTM) systems, with a particular focus on the end-to-end Lead-to-Opportunity (L2O) process across Sales and Marketing.
You will serve as a key liaison between business stakeholders and technical teams, translating complex business requirements into scalable, efficient, and user-friendly solutions primarily within Salesforce, Clari, and other integrated GTM applications. Your expertise will directly contribute to enhancing sales productivity, improving forecast accuracy, and accelerating revenue generation.
What You'll Do:
- Lead Business Requirements & Solution Design: Partner with Sales, Marketing, Revenue Operations, and other GTM stakeholders to gather requirements, understand strategic objectives, and translate them into clear functional and technical solutions within Salesforce, Clari, and integrated systems.
- Optimize Processes & Systems: Identify and resolve inefficiencies in GTM workflows, configure and customize Salesforce Sales Cloud, Clari, and related applications, and implement scalable best practices to improve efficiency, data quality, and user experience.
- Enhance Forecasting & Revenue Operations: Improve forecasting methodologies and tools—particularly in Clari—to deliver accurate revenue predictions and actionable insights for leadership.
- Manage Projects & Collaborate Cross-Functionally: Lead GTM system initiatives from planning to delivery while acting as a liaison between business stakeholders, developers, QA, and IT to ensure alignment.
- Maintain Governance, Documentation & Training: Ensure system health, compliance, and data integrity, while creating documentation, delivering training, and promoting adoption of new processes and features.
What You Will Bring to Coupa:
- Extensive GTM & Salesforce Expertise: Over 6 years as a Business Systems Analyst (or similar) with deep knowledge of Salesforce Sales Cloud—covering advanced configuration, data and security models, reporting, and automation (Flow, Process Builder, Workflow Rules)—plus experience designing solutions, writing user stories, and performing hands-on configuration.
- Specialized Clari Proficiency: Proven track record using Clari for forecasting, pipeline management, and revenue intelligence, with strong understanding of its Salesforce integration.
- Broad GTM Systems Knowledge: Strong grasp of end-to-end Lead-to-Opportunity processes, sales methodologies, and forecasting, with experience in complementary GTM tools such as Marketo, HighSpot, Outreach, and CPQ solutions.
- Strategic Communication & Leadership: Exceptional ability to convey complex technical concepts to non-technical audiences, influence cross-functional teams and executives, and translate business needs into scalable technical solutions.
- Professional Qualifications & Methodologies: Experienced in Agile/Scrum environments; holds or is pursuing Salesforce Administrator and/or Sales Cloud Consultant certifications; Bachelor’s degree in Business, Computer Science, Information Systems, or related field.
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
Clari
Cpq
Highspot
Marketo
Outreach
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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