Sr. Manager, Business Applications Administration - 11524

Coupa Software, Inc. • Boston, MA

4d

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.

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.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

The Impact of a Sr. Manager, Business Applications Administration at Coupa:
As the Domain Owner for Lead-to-Opportunity (L2O), you are the architect and primary driver of the revenue funnel’s engine. This is a high-impact, "Player-Coach" role responsible for the end-to-end lifecycle—from lead capture and enrichment to opportunity closure. In addition to managing the roadmap and actively designing, configuring, and troubleshooting within Salesforce, you will directly manage and mentor a technical team of Salesforce Developers and Business Systems Analysts (BSAs). You ensure pipeline accuracy, system scalability, and a seamless user experience while fostering a high-performing, empowered engineering and analysis pod.

Requirements

• 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.

Nice To Haves

• Familiarity with ETM (Enterprise Territory Management) is a plus.

Responsibilities

• 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 before adding new vendors.
• 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 and minimizing burnout.
• Elevate the team's capabilities. Guide developers on Apex/LWC best practices and scalable architecture; coach BSAs on translating complex stakeholder asks into airtight, precise 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 (Leads, Campaigns, Opportunities, Accounts, Contacts) 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 (Marketo) and manage conversion logic.
• Manage specialized tools including LeanData (routing), ZoomInfo/D&B (enrichment), Clari (Forecasting), Snowflake/Tableau (analytics layers), and several others in the GTM tech Stack.
• Ensure all third-party tools are delivering measurable ROI and are integrated with high technical standards.
• Manage the L2O portfolio as a "service." Run bi-weekly reviews to report on system health and project transparency.
• Transform vague stakeholder needs into concise technical requirements. Manage the delivery roadmap for your team, balancing long-term transformation with urgent operational fixes.
• Define and track key KPIs: Quality: Defect leakage and incident trends. Velocity: Sprint predictability and throughput for your dev/BSA pod. Efficiency: SLA adherence for lead routing and system uptime.
• Lead adoption of AI tools across the pod for team productivity and driving business outcomes.
• Define & Implement AI-assisted Workflows (Intake, development acceleration, QA automation, Support resolution).
• Measure and improve team productivity using AI. This is a mandate, not a side project. You are expected to rethink how work gets done.

Benefits

• Equal employment opportunities to all qualified candidates and employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed