Coupa Software

Operations

• Orchestrate the operational rhythm of the business: drive the weekly forecast reviews and quarterly business reviews (QBRs), ensuring availability and accuracy of data and insights.
• Architect demand and capacity models: build models that provide visibility into resource needs vs. incoming demand or customer growth across services and customer success, supporting leadership to make data driven capacity and margin decisions.
• Budget and Performance management: partner with finance and leadership on budget performance vs. plan, proactively identifying drivers and root causes of variances in revenue and gross margin.
• Support annual planning cycles: translating financial targets and strategic priorities into operational plans and resource requirements across Value Services.
• Build operational discipline and scale: establish process and reporting frameworks and SOPs that enable operational simplicity, consistency, scale.
• Lead and mentor the team; foster a culture of accountability and accuracy, providing hands-on support for complex analysis and modeling when needed

Director of Value Services, Business Planning, Analytics & Operations

Manager

• Lead professional services projects for global enterprises, acting as the Solution Manager and design authority to ensure continuity across platform functions and solution architects.
• Own the overall implementation design, promoting industry and technology best practices while driving key decisions, project artifacts, and progress.
• Partner with Engagement Managers and project managers to provide design leadership, accountability, and a strong customer success presence.
• Build and maintain strong relationships with customer stakeholders, guiding discussions toward strategic business needs rather than basic features.
• Develop, coach, and mentor consulting talent, continuously deepening Coupa and source-to-pay expertise across the full lifecycle.
• Collaborate with product management and documentation teams, follow the Coupa implementation methodology, and work effectively both independently and in team environments, on- and off-site.

Senior Solution Manager

Solutions Engineer

• Leverage Workato to assist with architecture and implement sophisticated, high-impact low-code automation solutions, with a strong focus on utilizing native connectors.
• Build robust, end-to-end integration workflows across our GTM technology stack (e.g., Lead-to-Cash, Quote-to-Order) to harmonize customer data.
• Define and implement reusable integration frameworks and extend existing governance models to ensure architectural consistency across business units.
• Collaborate with AI/ML teams to design integration architectures that effectively support advanced analytics and machine learning initiatives.
• Implement sophisticated, proactive error-handling, alerting, and monitoring systems to preemptively resolve bottlenecks.
• Maintain high-quality technical specifications and architectural diagrams using Confluence and Jira.
• Oversee Workato Workspace administration, including the establishment and maintenance of Role-Based Access Control (RBAC) to ensure a clear and appropriate separation of duties.

Senior Integration Engineer

Account Executive

• Prospecting, building pipelines and selling Coupa cloud-based Supply Chain Solutions
• Engaging with the right prospects (including C-suite, Procurement, IT, and Supply Chain Managers) to position Coupa’s strategic value proposition and lead the deal to closure
• Forecasting accurately
• Collaborating with customers, partners and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
• Documenting daily activity in Salesforce to supervise the performance

Account Executive, Enterprise

• Drive growth by prospecting, qualifying, pursuing, and closing opportunities within strategic accounts
• Engage with C-level professionals to position Coupa’s strategic value proposition and lead large six-figure plus deals to closure
• Collaborate with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
• Create & maintain actionable account plans to guide and develop strategies and identify new business opportunities
• Provide accurate forecasts and monthly reports to the sales manager to communicate the health of the sales pipeline, significant market trends, and any potential risks

Account Director, Enterprise

Product Adoption Specialist

• Work closely with Coupa Customers globally to increase adoption, maximize value & drive best practices.
• Ensure accurate adoption of the Coupa platform.
• Engage customers in business need discussions versus feature/function basics.
• Provide a strong technical understanding of our product and how it may be configured to meet a customer’s business needs.

Associate Customer Adoption Manager

• As an Enterprise Account Director at Coupa, you will drive our growth by prospecting, qualifying, pursuing, and closing opportunities within strategic accounts with revenues over USD 1bn.
• Your focus will be on targeting new logo prospects and building strong relationships with key decision-makers such as CPOs, CFOs, CIOs, and other customer stakeholders and influencers.
• By developing trusted advisor-level relationships, you will position Coupa as the preferred partner and create new business opportunities in collaboration with our digital transformation partners.
• Your contributions as an Enterprise Account Director will directly impact our success in expanding our market presence and driving revenue growth.
• Through your strategic approach and deep understanding of our customers' needs, you will establish Coupa as the go-to solution for their business challenges.
• Your ability to foster trusted relationships with senior executives and key stakeholders will drive new business opportunities and solidify Coupa's position as the Total Spend Platform leader.

Account Director

Backend Engineer

• Collaborate with our Customers, Partners and internal Product Management teams to implement cutting-edge solutions for our customers.
• Lead technical integration workstreams, managing customer expectations and collaborating with project managers to ensure timely, high-quality delivery.
• Design integration strategies across multi-ERP environments, leveraging RESTful APIs, flat-file methods, and secure transfer protocols.
• Act as a trusted advisor to customer architecture teams and senior stakeholders, guiding technical discussions and decisions.
• Mentor and guide integration engineers on implementation best practices and solution configuration.
• Troubleshoot and resolve complex integration issues, building robust infrastructure for data extraction, transformation, and loading.

Lead Technical Architect

Account Manager

• Develop and maintain strong, long-lasting relationships with a portfolio of ISV partners.
• Serve as the primary point of contact for assigned partners, addressing their needs and ensuring their satisfaction with the Coupa App Marketplace program.
• Build and nurture key partner relationships and strategic collaborators to amplify category definition, brand awareness, and customer acquisition.
• Identify opportunities for partner growth and expansion within the App Marketplace.
• Collaborate with partners to define and execute joint business plans and GTM strategies to drive adoption and revenue growth.
• Actively participate in joint sales activities and events to generate a well-qualified pipeline.
• Track and analyze partner performance against key metrics, including application adoption, customer satisfaction, and revenue contribution.
• Act as a liaison between partners and internal Coupa teams (e.g., Marketplace Solutions Consulting, support, product, legal) to resolve issues and ensure a seamless partner experience.

Partner Account Manager

Customer Success Manager

• Lead the Americas Regional Hub of Customer Success Managers (CSMs) to ensure the consistent delivery of high-quality, value-added engagement, driving customer outcomes and ensuring operational excellence.
• Partner with Regional and Territory CS leaders to execute against Coupa’s GTM strategy to enhance customer engagement, satisfaction, product utilization and retention, collaborating with regional and global peers to ensure a consistent and high-quality customer experience.
• Implement best practices and processes which support CSMs in successful engagement with their customers that guide them through each stage of the lifecycle
• Identify and drive strategies to help CSMs scale effectively across accounts including initiatives to digitize the Customer engagement experience.
• Develop proactive strategies to improve adoption rates, customer retention (GRR) and growth (NRR). Identify risk signals early and implement targeted intervention plans to retain customers.
• Serve as a customer-facing field leader, both proactively through account sponsorship as well as in response to inquiries, negotiations, and escalations.
• Build, mentor, and lead a team of experienced Customer Value Managers. Foster a culture of continuous improvement, collaboration, and customer-centricity.
• Model and innovate in the usage of customer success platforms, CRM systems, and analytics to monitor customer health, forecast retention, and track key success metrics.

Director, Customer Success Management

Risk

• Establish and maintain a comprehensive data governance roadmap, including policies, standards, and roles (Data Stewards/Owners).
• Data Quality Management: Define "gold standard" metrics for data quality and implement automated monitoring to remediate issues across our platform.
• Compliance & Privacy: Partner with Legal and Security teams to ensure global compliance with GDPR, CCPA, and evolving AI-related data regulations.
• Metadata & Lineage: Implement tools for data cataloging and lineage to help technical and business users understand where data comes from and how it’s transformed.
• AI Readiness: Prepare Coupa’s data architecture for advanced AI/ML applications by ensuring data is "AI-ready" (labeled, clean, and ethically sourced).

Director, Data Governance

Systems Engineer

• Serve as internal lead for Zuora implementation, partnering with the system integrator to validate solution design, best practices, and business alignment across Zuora Billing, Zuora Revenue, and integrations.
• Manage and execute end-to-end UAT, ensuring accurate data flow from Salesforce (CPQ/Opportunities) through Zuora and into NetSuite, and facilitate knowledge transfer to internal teams.
• Act as primary administrator and functional owner for Zuora Billing and Revenue, including configuration of products, rate plans, subscriptions, payments, invoicing, security, and user access.
• Troubleshoot and resolve complex production issues, data discrepancies, and billing or revenue recognition support tickets.
• Own Salesforce-to-Zuora integrations, ensuring accurate creation of subscriptions, invoicing, and contract data from quotes and opportunities.
• Manage Zuora-to-NetSuite financial integrations, ensuring accurate synchronization of invoices, payments, and revenue entries to GL and AR, in collaboration with Salesforce and NetSuite teams.
• Partner with Finance, Sales Ops, and Product to gather requirements, translate business needs into functional specifications, and optimize Quote-to-Cash processes through automation and process improvement.

Senior Business Systems Analyst – Zuora Billing, Revenue

Marketing

• Work closely with sales leaders and partners to define a region-specific marketing plan that supports targeting key accounts.
• Plan, and host online and in-person events to create new sales opportunities, accelerate existing sales opportunities, and deepen our existing customer relationships.
• Manage and partner with our ADR team to optimize the marketing/lead funnel for quality and consistency of leads, and enable consistent, relevant, and effective follow-up to increase conversion rates from lead to opportunity.
• Partner with marketing operations to build landing pages (for events, webinars, eBooks, etc.), and send automated and personalized behavioral emails.
• Be the lead for our flagship event, Coupa Inspire Tokyo 2026.
• Work closely with the integrated marketing managers to ensure consistency with strategic GTM themes and campaigns as well as PR and Media.
• Support various other marketing channel engagement projects to drive pipeline and revenue for the field team.
• Be hands-on with related functions, including Customer Marketing, Content & Channel.

Senior Manager, Japan Marketing

• Collaborating with customers, Customer Value Managers (CVMs), and internal teams to identify cross-sell opportunities aligned with customer business objectives
• Developing and executing on an account development strategy to establish Coupa as the leading Total Spend Management platform
• Creating an account penetration model that enables multi-angle access to key stakeholders within the customer organization
• Crafting value messaging targeted towards the chief economic buyer in target accounts, aligning with their specific needs and challenges.
• Partnering with supporting functions such as CVMs, Value Solutions Consultants, and Customer Support to enhance Coupa's brand presence in assigned accounts.

Senior Account Director – Enterprise

Sales

• Providing functional product expertise during the pre-sales process, with primary focus on demonstrating Coupa’s Payment solutions.
• Providing subject matter expertise around Payment best practices that provide valuable guidance to prospects (and Coupa’s sales team).
• Assisting solutions consultants as they prepare for demonstrations and/or providing SME support during prospect meetings when necessary.
• Training and enablement lead for the solutions consulting team in terms of Payments product and domain knowledge.
• Collaborating with Coupa’s Product Management team with regards to future product direction for Payments, based on innovation and prospect requirements.
• Working with Coupa’s demo support team to provide rich and up to date content in our master demo environments.
• Collaborating with various internal departments such as Product Marketing and Proposal Management as a SME for Payments market positioning, webinars and collateral.