Senior Strategic Value Advisory Director - 10990

Coupa Software, Inc. • Chicago, IL

39d

About The Position

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. The SSenior Strategic Value Advisory Director is a strategic, customer-facing consultant responsible for partnering with account executives and solution architects to shape, position, and deliver business value across large enterprise and global strategic accounts (Fortune 500, etc.). This role plays a critical part in the end-to-end commercial lifecycle, from territory planning and demand generation through discovery, business case development, executive alignment, and late-stage deal orchestration. You will guide customers through analytical, data-driven value conversations that accelerate decision-making and build confidence in the feasibility of targeted outcomes. You will serve as a trusted advisor to executive stakeholders, helping them articulate current-state challenges, quantify improvement opportunities, and connect those outcomes to Coupa’s capabilities. The ideal candidate brings a blend of consulting rigor, SaaS or transformation experience, executive presence, and the curiosity required to navigate ambiguous environments.

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.

Nice To Haves

• Masters (Finance, Supply Chain, or related discipline) strongly preferred.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees