Principal Strategist, Invoice to Pay - 11224

What You'll Do:

• Executive Advisory & Deal Shaping
• Act as a peer-level advisor to CFOs, Controllers, Treasurers, Heads of Shared Services, and Finance Transformation leaders.
• Participate in executive discovery conversations to uncover financial, operational, and risk-related priorities tied to AP, payments, liquidity, and cash management.
• Shape and influence complex, finance-led buying decisions by connecting Coupa’s capabilities to measurable financial outcomes.
• Pipeline Generation & Acceleration
• Partner with Account Executives to identify high-propensity accounts and finance-led entry points that unlock new pipeline.
• Support territory and account planning by defining where Invoice to Pay, Treasury, and Working Capital narratives can drive differentiation and urgency.
• Actively engage in priority deals to accelerate velocity, improve win rates, and increase deal size through value-based positioning.
• Value Narrative & Business Case Leadership
• Translate operational improvements into CFO-level KPIs, including cash flow, working capital efficiency, risk reduction, and cost-to-serve.
• Support the creation and validation of executive-ready business cases addressing:
• Invoice automation and cost-to-process reduction
• Payment accuracy, controls, and fraud mitigation
• Working capital optimization and liquidity improvement
• Governance, audit readiness, and compliance
• Challenge assumptions and guide customers toward fact-based, defensible investment decisions.
• Knowledge Expansion & Enablement
• Elevate finance domain fluency across Industry & Value Advisors, Solution Advisors, and Sales through:
• Best-practice frameworks and reference architectures
• Benchmarks, value assumptions, and financial models
• Deal playbooks and executive messaging
• Serve as a thought partner to internal teams, helping mature Coupa’s finance-led value motion globally.
• Coupa Solutions Focus Areas
• This role primarily supports strategic value positioning and executive engagement across:
• Coupa Invoice – Invoice intake automation, matching, exception management, controls, and scalability
• Coupa Pay – Centralized payments, virtual cards, payment controls, early pay programs, and supplier financing
• Coupa Treasury – Cash visibility, forecasting, liquidity management, intercompany netting, and financial governance
• Coupa Working Capital – Dynamic discounting, payment-term optimization, and cash acceleration
• Coupa Procure (Finance Outcomes) – PO compliance, upstream data quality, and controls that enable AP and treasury excellence

What You Will Bring to Coupa:

• 12–15+ years of experience in finance transformation, treasury, shared services, management consulting, or senior practitioner roles.
• Deep hands-on or advisory experience across Invoice to Pay, payments, treasury operations, and working capital management.
• Proven success engaging and influencing CFO, Controller, and Treasury leadership in complex enterprise environments.
• Experience supporting or shaping SaaS, value selling, pre-sales, or commercial advisory motions is strongly preferred.
• Exposure to global, multi-entity, or shared services operating models.
• Expert-level understanding of AP, payments, treasury, and working capital mechanics.
• Strong command of finance and AP KPIs (e.g., cost per invoice, touchless rate, exception rate, cycle time, DPO, cash forecasting accuracy).
• Ability to connect operational finance improvements to enterprise financial performance and shareholder value.
• Executive presence with the confidence to challenge perspectives and guide strategic conversations.
• Strong analytical capability to build, explain, and defend value models under executive scrutiny.
• Exceptional storytelling skills grounded in real-world transformation experience.
• Comfort operating in ambiguity with incomplete or imperfect data.