The Role
The Senior Strategic Value Advisory Director is responsible for leading value-driven conversations and strategies for large enterprise accounts, guiding clients through data-driven business cases and ROI models to enhance decision-making and operational efficiency.
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 Senior Strategic Value Advisory Director at Coupa:
The SSenior Strategic Value Advisory Director is a strategic, customer-facing consultant responsible for partnering with account executives and solution architects to shape, position, and deliver business value across large enterprise and global strategic accounts (Fortune 500, etc.). This role plays a critical part in the end-to-end commercial lifecycle, from territory planning and demand generation through discovery, business case development, executive alignment, and late-stage deal orchestration.
You will guide customers through analytical, data-driven value conversations that accelerate decision-making and build confidence in the feasibility of targeted outcomes. You will serve as a trusted advisor to executive stakeholders, helping them articulate current-state challenges, quantify improvement opportunities, and connect those outcomes to Coupa’s capabilities. The ideal candidate brings a blend of consulting rigor, SaaS or transformation experience, executive presence, and the curiosity required to navigate ambiguous environments.
What You'll Do:
- Partner with account teams (AEs, Solution Advisory, Coupa Spend Lab) throughout the sales lifecycle to shape deal strategy, align on value hypotheses, and create compelling commercial narratives.
- Lead high-quality discovery with senior and executive stakeholders to understand strategic objectives, current processes, pain points, and organizational constraints across the sourcing, procurement, supply chain, finance, and treasury functions.
- Develop business cases and ROI models that synthesize complex datasets, benchmark performance, and quantify achievable outcomes across improved savings rates, increased spend capture, process improvements, and working capital optimization.
- Create and deliver executive-level presentations that clearly communicate findings, recommendations, and target metrics with a strong storytelling arc.
- Guide account teams as a deal captain, ensuring value is consistently positioned, integrated into the sales strategy, and reinforced throughout the cycle.
- Contribute to territory and account planning, identifying where value-led conversations can unlock pipeline and accelerate customer engagement.
- Mentor and elevate Value Advisory peers, sharing frameworks, best practices, and content development, and insights.
What You Will Bring to Coupa:
- 15+ years of relevant experience in management consulting, business transformation, finance/supply chain, or practitioner roles within large enterprises.
- Experience in SaaS sales, pre-sales, or services delivery strongly preferred.
- Demonstrated success engaging at the C-suite level and influencing executive decision-making.
- Prior experience guiding customers or organizations through change initiatives or technology-enabled transformation.
- Global or multinational experience preferred.
- Exceptional analytical skills with the ability to simplify complex datasets and translate them into compelling, outcome-driven narratives.
- Executive presence and presentation delivery, bringing the confidence to challenge assumptions, frame decisions, and facilitate high-stakes conversations.
- Creative problem-solving, with the ability to apply structured frameworks while adapting to different customer contexts.
- Strong storytelling ability, referencing past experience and change management principles to build trust and conviction.
- Self-starter mindset: comfortable navigating ambiguity, designing value cases from scratch, and driving a deal strategy independently.
- Soft-selling capability grounded in curiosity, inquiry, and outcome focus.
- BA/BS required.
- Masters (Finance, Supply Chain, or related discipline) strongly preferred.
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:
None
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