The Impact of a Partner Business Director at Coupa:
As a Partner Business Director, you are the primary architect of Coupa’s indirect revenue growth within your region. By bridging the gap between strategic alliances and regional sales teams, you transform our partner ecosystem into a high-performance engine that accelerates pipeline creation and deal execution. Your impact is measured by your ability to scale Coupa’s market presence, empower partners through world-class enablement, and ultimately deliver the transformative power of our AI-driven spend management platform to a broader global network of customers.
What You’ll Do
- Lead Coupa’s partner strategy in your region, by driving partner-led pipeline creation, deal execution, and regional alliance growth.
- Own and execute the partner-led sales model, driving pipeline and ACV through resellers and strategic alliances
- Manage and enable key partners, ensuring consistent pipeline generation and deal progression across existing and new accounts
- Build joint account plans with partners and Coupa sales teams, aligned to regional growth priorities
- Generate new pipeline through partner-led prospecting, field events, and marketing programs
- Lead forecasting, pipeline inspection, and deal reviews, ensuring accuracy in Salesforce and Clari
- Support full sales cycle execution, including customer engagement, RFPs, pricing, and pre-sales support
- Run Quarterly Business Reviews (QBRs) and partner performance reviews against mutual targets
- Drive partner onboarding, enablement, and continuous education to improve selling capability
- Act as the primary liaison between partners and Coupa sales teams, ensuring alignment and deal momentum
- Lead regional partner events and executive engagement activities
- Track and analyse partner performance, pipeline health, and market trends to identify growth opportunities
What You Will Bring to Coupa
- 5–7+ years in enterprise software sales, channel sales, or alliances
- Proven success in hunting, closing, and forecasting enterprise deals
- Experience building or scaling partner-led or indirect sales motions
- Strong understanding of enterprise sales cycles and pipeline management
- Experience with Salesforce and forecasting tools (e.g. Clari)
- Strong relationship-building and executive communication skills
- Ability to operate in a fast-paced, matrixed environment
- Willingness to travel up to 50%
- Bachelor’s degree or equivalent experience
Skills Required
- 5-7+ years in enterprise software sales, channel sales, or alliances
- Proven success in hunting, closing, and forecasting enterprise deals
- Experience building or scaling partner-led or indirect sales motions
- Strong understanding of enterprise sales cycles and pipeline management
- Experience with Salesforce and forecasting tools (e.g. Clari)
- Strong relationship-building and executive communication skills
- Ability to operate in a fast-paced, matrixed environment
- Willingness to travel up to 50%
- Bachelor's degree or equivalent experience
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
