Senior Manager, Business Applications Administration

Coupa Software

Sr. Manager overseeing Lead-to-Opportunity lifecycle for Coupa's spend management platform.

Posted 5/12/2026full-timeRemote • Massachusetts • 🇺🇸 United StatesSeniorWebsite

Tech Stack

Tools & technologies

CloudTableau

About the role

Key responsibilities & impact

Own the full L2O process, including lead capture, enrichment, automated routing, qualification, and opportunity stage management.
Partner with business leaders and architects to define the target state architecture, ensuring the system evolves ahead of business growth.
Act as the gatekeeper against "tool sprawl" and technical debt by maximizing existing platform capabilities.
Lead, mentor, and develop a dedicated pod of Salesforce Developers and Business Systems Analysts.
Allocate work efficiently across your team, balancing complex architectural builds with daily operational support.
Guide developers on Apex/LWC best practices and scalable architecture; coach BSAs on translating complex stakeholder asks into user stories and technical requirements.
Conduct regular 1:1s, manage performance reviews, and build clear career progression paths for your direct reports.
Lead the design and configuration of Sales Cloud alongside your development team.
Build and maintain complex Flows, lead assignment rules, queues, and workflows.
Oversee Master Data Management (MDM) within the L2O domain to ensure clean, deduplicated, and enriched data.
Own the integration with Marketing Automation Platforms and manage conversion logic.
Ensure all third-party tools are delivering measurable ROI and are integrated with high technical standards.
Manage the L2O portfolio as a "service" and run bi-weekly reviews to report on system health and project transparency.
Transform vague stakeholder needs into concise technical requirements and manage the delivery roadmap for your team.

Requirements

What you’ll need

8–12+ years in GTM systems with a focus on the Lead-to-Opportunity lifecycle.
3+ years of experience directly managing, mentoring, and scaling technical teams (specifically Developers, BSAs, or System Admins) in an agile environment.
Advanced hands-on experience with Salesforce Sales Cloud; familiarity with ETM (Enterprise Territory Management) is a plus.
Proficiency with LeanData, Marketo/6sense, ZoomInfo, and Outreach/Clari.
Strong understanding of lead routing logic, territory modeling, and analytics tools (Snowflake, Tableau).
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.

Benefits

Comp & perks

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.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Salesforce Sales CloudApexLWCMaster Data Managementlead routing logicterritory modelinganalytics toolsLeanDataMarketoZoomInfo

Soft Skills

leadershipmentoringteam managementcommunicationperformance managementstakeholder managementproblem-solvingcoachingcollaborationagile methodology