Senior Director Value Advisory

Responsibilities

• 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
• Executive Presence & Credibility
• Analytical Storytelling
• Operational Discipline & Autonomy
• Technical & Domain Expertise
• Global Acumen & Education
• Fluency in one or more key languages

Preferred Qualifications

Benefits

About the Company

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

🔹 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.