The Role
Lead and close enterprise services engagements by scoping, estimating, and designing procurement and supply-chain transformation solutions. Partner with sales and delivery teams, engage C-level buyers, build proposals, and improve service offerings to drive revenue and early customer value.
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 Sr Services Sales Director at Coupa:
The Sr. Services Sales Director is a pivotal role where you will collaborate with Sales to articulate Coupa’s approach, methodology, and scope for delivery projects, emphasizing early value delivery. In this strategic position, you will collaborate closely with partners, challenging and shaping proposal estimates and plans. You will assemble Coupa's part in proposals, encompassing scoping, estimating, and costing.
This role would be ideally suited to someone with consulting experience particularly in the area of business spend management (Procurement)
This role would be ideally suited to someone with consulting experience particularly in the area of business spend management (Procurement)
What You'll Do:
● Drive the full sales cycle from identification to deal structureclose for new service engagements, working closely with account managers and sales teams.
● Proactively engage with clients to understand their key pain points and ensure they recognize the value of our services.
● Design, scope, and estimate customized solutions and engagements, both directly and in partnership with external firms.
● Participate actively in the sales cycle, providing expertise on all aspects of our service offerings.
● Contribute to the continuous improvement of our service packages by providing feedback to the Solution Delivery team.
Team strategy, comp, staffing, process
● Support the development of new, customized service offerings that meet specific client needs.
What You Will Bring to Coupa:
- 12+ years in supply chain consulting, implementation, or category strategy
- Experience scoping complex, multi-phase supply chain transformations
- Relationship-building at CSCO, VP Ops, VP Sourcing level
- Knowledge of supply chain architecture, demand planning, supplier risk management
- Proven track record in enterprise services sales; 7+ years selling large consulting, implementation, or managed services deals (SaaS or software), ideally in spend management, finance operations, supply chain, or adjacent domains.
- Proven experience selling consulting projects, solutions, or managed services for a software or SaaS firm, with expertise in procurement and accounting processes, ideally involving generative AI.
- Methodical and data-obsessed. You’re a Salesforce master. You forecast honestly; you flag risks early. You track your own metrics—deal stage distribution, cycle time by category, win/loss reason, attach rates.
- A background in managing large, multinational service engagements and a history of success with executive and C-level prospects.
- A structured and rigorous approach to sales, with a clear track record of overachievement and proficiency in tools like Salesforce.
- A demonstrated ability to build strong, credible relationships at all levels, both internally with colleagues and externally with customers and partners.
- Exceptional discretionary effort, discipline, and organizational skills that consistently drive high performance and scalable growth.
- A positive, resilient, and adaptable team player who embraces a growth mindset and is a lifelong learner.
At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being . We offer a comprehensive suite of benefits designed to help you and your family thrive:
Global Well-Being Perks (For All Employees Globally)
- Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
- Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
- Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
- Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
- Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
- Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .
Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.
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.
Skills Required
- 12+ years in supply chain consulting, implementation, or category strategy
- Experience scoping complex, multi-phase supply chain transformations
- Relationship-building with CSCO, VP Ops, VP Sourcing (executive-level engagement)
- Knowledge of supply chain architecture, demand planning, supplier risk management
- 7+ years selling large consulting, implementation, or managed services deals for SaaS/software
- Proven experience selling consulting projects or managed services for a software or SaaS firm, with expertise in procurement and accounting processes
- Experience involving generative AI in procurement or services engagements
- Salesforce mastery and strong forecasting/metrics discipline
- Background managing large, multinational service engagements and success with C-level prospects
- Structured, data-driven sales approach with a track record of overachievement
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
Coupa Compensation & Benefits Highlights
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Healthcare Strength — Healthcare is described as comprehensive from day one for employees and dependents, including medical, dental, vision, mental‑health resources, and a no‑cost EAP. Additional options like FSAs and wellness initiatives are also cited.
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Leave & Time Off Breadth — Time off is positioned around Flexible Time Off, floating holidays, and 40 hours of paid Volunteer Time Off, supported by a virtual‑first work model. These programs are highlighted as core elements of work‑life balance.
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Parental & Family Support — Paid parental leave and a digital program for paths to parenthood (including adoption and surrogacy) are explicitly called out. Resources also extend to family medical leave and, in some locations, an onsite Mother’s Room.
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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
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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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