What You'll Do:
- Go-to-Market Strategy and Pipeline Generation: Develop and execute a comprehensive and actionable industry business plan to generate demand and grow the sales pipeline. This includes enabling sales teams and partners to effectively differentiate Coupa in the marketplace.
- Sales Cycle Support: Provide senior-level support during sales cycles to increase win rates and deal sizes. This involves ensuring the correct industry messaging is embedded in RFP responses, business cases, and product demonstrations.
- Customer Engagement and Adoption: Serve as an on-demand industry expert for strategic customer engagements. You will lead executive-level discussions, conduct business value assessment workshops, and focus on helping customers accelerate their TSM maturity to maximize the value they get from Coupa. You will also support post-sale advisory meetings and help ensure successful customer adoption.
- Customer Success Stories: Responsible for building a strong ecosystem of sub-industry customers references that can serve as credible proof points of Coupa’s value proposition. This curation of customer stories becomes a strategic asset, driving peer influence, industry credibility, and ultimately accelerating pipeline conversion.
- Industry-Focused Marketing: Create compelling, industry-specific content and thought leadership to drive brand awareness and differentiation. You will represent Coupa at industry events, webinars, and through various media channels.
- Strategic Account Support: Offer industry advisory for account planning and help shape engagement strategies for key strategic accounts.
- Feedback and Innovation: Act as a crucial link for market feedback. You will collaborate directly with Product teams and the Coupa Spend Lab (Research) to help integrate research and industry knowledge into the software to improve customer maturity. This includes managing dedicated feedback loops for both teams.
What You Will Bring to Coupa:
- Experience: 9–12+ years in large, multinational software or IT organizations, with deep expertise in at least one industry or solution segment and direct experience partnering with Sales Management and Field Sales.
- Executive Presence: Strong customer-facing abilities with the credibility and confidence to engage stakeholders at all levels, from analysts to senior executives.
- Strategic & Communication Skills: Proven ability to develop industry-specific go-to-market strategies and deliver clear, compelling written and verbal narratives.
- Project Management & Collaboration: Demonstrated success managing multiple projects simultaneously, collaborating effectively with internal and external stakeholders, and delivering under tight timelines.
- Enablement & Scalability: Skilled at translating best practices into scalable, repeatable programs and training materials to support internal teams.
- Education & Personal Attributes: MBA or advanced degree in finance, economics, or related field preferred; thrives in fast-paced environments with strong drive, competitiveness, and commitment to excellence.
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
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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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