What You Will Do:
- Engage with Prospects and Customers as a subject matter expert on financial value and business impact to grow Coupa’s deal size, lower sales cycle times and increase win rates
- Build collaborative and compelling business cases for Executives / CEOs / Board to answer “Why do anything?”, “Why now?”, “Why Coupa?”
- Continuously refine Coupa’s financial value-based selling methodology including tools, deliverables, offerings
- Educate and coach Coupa’s Direct Sales Organization on how to implement this methodology successfully into Target Accounts
- As an integral part of Worldwide Sales, work very closely with Sales Management, Sales Directors, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenue
What You Will Bring To Coupa:
- Executive-Level Communication: Create and deliver compelling C-level proposals and presentations tailored to economic decision-makers.
- Cross-Functional Collaboration: Work closely with Sales, Pre-Sales, Services, and customers to drive business outcomes.
- Strategic Sales Enablement: Develop multi-level sales strategies, campaigns, competitive messaging, and enablement programs across verticals.
- Tool & IP Innovation: Enhance value selling tools (e.g., ROI calculators, TCO models) and contribute to thought leadership and performance benchmarking.
- Experience & Leadership: Bring 8+ years of experience in value engineering, consulting, or pre-sales, with strong project management, executive presence, and ability to scale best practices across teams.
Additional Experience
- Excellent written and verbal communication skills – crisp and effective
- Experience with working with Sales Management and Field Sales
- Must be able to work in a fast-paced environment
- Passion and hunger to win, succeed and strive for excellence
- MBA or advanced degree in finance, economics, or related field strongly preferred
- Spanish as a secondary language a plus
- Expected travel roughly 30%
What the Team is Saying
Similar Jobs
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.
Gallery
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
