The Role
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 Delivery Lead: Business Systems at Coupa:
As the Domain Owner for Lead-to-Opportunity (L2O), you are the architect and primary driver of the revenue funnel’s engine. This is a high-impact, "Player-Coach" role responsible for the end-to-end lifecycle—from lead capture and enrichment to opportunity closure. In addition to managing the roadmap and actively designing, configuring, and troubleshooting within Salesforce, you will directly manage and mentor a technical team of Salesforce Developers and Business Systems Analysts (BSAs). You ensure pipeline accuracy, system scalability, and a seamless user experience while fostering a high-performing, empowered engineering and analysis pod.
What You'll Do:
- End-to-End Lifecycle Management: Own the full L2O process, including lead capture, enrichment, automated routing, qualification, and opportunity stage management.
- Architectural Evolution: Partner with business leaders and architects to define the target state architecture, ensuring the system evolves ahead of business growth.
- Tech Stack Governance: Act as the gatekeeper against "tool sprawl" and technical debt by maximizing existing platform capabilities before adding new vendors.
- Direct Management: Lead, mentor, and develop a dedicated pod of Salesforce Developers and Business Systems Analysts.
- Resource & Capacity Planning: Allocate work efficiently across your team, balancing complex architectural builds with daily operational support and minimizing burnout.
- Technical & Functional Coaching: Elevate the team's capabilities. Guide developers on Apex/LWC best practices and scalable architecture; coach BSAs on translating complex stakeholder asks into airtight, precise user stories and technical requirements.
- Performance & Growth: Conduct regular 1:1s, manage performance reviews, and build clear career progression paths for your direct reports.
- Salesforce Engineering: Lead the design and configuration of Sales Cloud (Leads, Campaigns, Opportunities, Accounts, Contacts) alongside your development team.
- Automation: Build and maintain complex Flows, lead assignment rules, queues, and workflows.
- Data Integrity: Oversee Master Data Management (MDM) within the L2O domain to ensure clean, deduplicated, and enriched data.
- Marketing-to-Sales Alignment: Own the integration with Marketing Automation Platforms (Marketo) and manage conversion logic.
- Boundary System Oversight: Manage specialized tools including LeanData (routing), ZoomInfo/D&B (enrichment), Clari (Forecasting), Snowflake/Tableau (analytics layers), and several others in the GTM tech Stack.
- Vendor Accountability: Ensure all third-party tools are delivering measurable ROI and are integrated with high technical standards.
- Service Ownership: Manage the L2O portfolio as a "service." Run bi-weekly reviews to report on system health and project transparency.
- Backlog & Prioritization: Transform vague stakeholder needs into concise technical requirements. Manage the delivery roadmap for your team, balancing long-term transformation with urgent operational fixes.
- Performance Metrics: Define and track key KPIs:
- Quality: Defect leakage and incident trends.
- Velocity: Sprint predictability and throughput for your dev/BSA pod.
- Efficiency: SLA adherence for lead routing and system uptime.
- Lead adoption of AI tools across the pod for team productivity and driving business outcomes.
- Define & Implement AI-assisted Workflows (Intake, development acceleration, QA automation, Support resolution).
- Measure and improve team productivity using AI. This is a mandate, not a side project. You are expected to rethink how work gets done.
1. Domain & Strategic Ownership
2. Team Leadership & People Management (Developers & BSAs)
3. Hands-On Salesforce Technical Delivery
4. Ecosystem & Integration Management
5. Operational Excellence & Delivery
6. AI Driven Delivery & Productivity
What You Will Bring to Coupa:
- Deep Functional Expertise: 8–12+ years in GTM systems with a focus on the Lead-to-Opportunity lifecycle.
- People Management: 3+ years of experience directly managing, mentoring, and scaling technical teams (specifically Developers, BSAs, or System Admins) in an agile environment.
- Salesforce Mastery: Advanced hands-on experience with Salesforce Sales Cloud; familiarity with ETM (Enterprise Territory Management) is a plus.
- The L2O Tech Stack: Proficiency with LeanData, Marketo/6sense, ZoomInfo, and Outreach/Clari.
- Data Fluency: Strong understanding of lead routing logic, territory modeling, and analytics tools (Snowflake, Tableau).
- Leadership: Proven ability to lead without authority, manage third-party vendors, push back on stakeholders to protect system health, and cultivate a culture of engineering excellence within your team.
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.
What the Team is Saying
Aditya Maheshwari
Sr. Software Engineer, Cloud
Alex Moon
Operations Analyst, Order Management
Jose Miguel Jimenez
Procurement
Jessica Fonseca
Technical Support Specialist
Daniela Aristizábal
Associate Planning & Operations Analyst
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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
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
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:
Flexible
Foster City
HR
Ann Arbor
Bangalore office
Bogotá, CO
Boston, MA
Chicago, IL
Dubai, Dubai 48800
Hyderabad office
São Paulo, BR
Pune office
Shivaji Nagar, IN
Singapore, SG
Tokyo Office
Uppsala, SE
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