Senior Director, Value Advisory

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November 28

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Coupa Software

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SaaS • Finance • eCommerce

Coupa Software is a leading provider of business spend management solutions. Their platform focuses on optimizing and transforming direct and indirect spend across procurement, finance, supply chain, and IT. Coupa leverages AI and extensive data insights to drive cost efficiencies, manage supplier relationships, and mitigate risks. With products covering areas such as invoicing, payments, expense management, and supply chain collaboration, Coupa serves a wide range of industries including automotive, healthcare, retail, and more. Their comprehensive community and partner ecosystem enable organizations to unlock hidden savings and improve compliance, promoting growth and resilience in a changing economic climate.

1001 - 5000 employees

Founded 2006

☁️ SaaS

💸 Finance

🛍️ eCommerce

📋 Description

• 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

• Strategic Consulting & Transformation: Possess 15+ years of relevant experience in management consulting or business transformation, with prior experience guiding large enterprises through change initiatives. • Executive Presence & Credibility: Demonstrate success engaging at the C-suite level and influencing executive decision-making, with the confidence to challenge assumptions and frame high-stakes conversations. • Analytical Storytelling: Exhibit exceptional analytical skills and the ability to simplify complex datasets, translating them into compelling, outcome-driven narratives. • Operational Discipline & Autonomy: Be a self-starter comfortable navigating ambiguity, possessing operational discipline, and having the capability to drive a deal strategy independently. • Technical & Domain Expertise: Have a strong foundation in the SaaS and cloud business models and an understanding of procurement, finance, or supply chain domains. • Global Acumen & Education: Global or multinational experience is preferred, with a Masters degree (Finance, Supply Chain, or related discipline) strongly preferred. • Fluency in one or more key languages preferred (Portuguese, Dutch, Danish, Spanish).

🏖️ Benefits

• 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.