Coupa Software

Senior Value Advisory Director – Finance

Coupa Software

full-time

Posted on:

Location Type: Remote

Location: California • United States

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Salary

💰 $204,000 - $230,667 per year

Job Level

Senior

About the role

  • 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.

Requirements

  • 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.
Benefits
  • Pioneering Technology
  • Collaborative Culture
  • Global Impact
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
business transformationdata analysisROI modelingsavings rate improvementspend captureprocess improvementworking capital optimizationchange managementSaaS salespre-sales
Soft Skills
analytical skillsexecutive presencepresentation deliverycreative problem-solvingstorytellingself-starter mindsetsoft-selling capabilitymentoringinfluencingnavigating ambiguity
Certifications
BA/BSMasters in FinanceMasters in Supply Chain