Private Equity Partnerships Director - 10845

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 Private Equity Partnerships Director at Coupa:

Coupa is seeking a dynamic and strategic Director of Private Equity Partnerships to lead and expand our rapidly growing Private Equity (PE) Program. This role will drive Coupa’s engagement with the world’s leading Private Equity firms—onboarding new partnerships, deepening existing relationships, and developing scalable value-creation programs that deliver measurable impact across PE portfolios.

The ideal candidate combines executive presence, partnership execution excellence, and an ability to translate strategy into results — driving pipeline growth, accelerating adoption across portfolio companies, and strengthening Coupa’s position as the leading platform for Total Spend Management within the private equity ecosystem.

What You'll Do:

• Strategic Growth & Partnership Development
• Lead the expansion of Coupa’s Private Equity Program by identifying, engaging, and onboarding new PE firms globally.
• Deepen and nurture existing PE relationships to drive mutual success and influence portfolio-wide adoption of Coupa.
• Develop scalable playbooks, co-sell motions, and value-creation programs that can be driven consistently across PE portfolios.
• Build and maintain senior-level relationships with investment professionals, portfolio operations leaders, and functional executives (CFOs, CPOs, CIOs, CTOs).
• Partner with Coupa sales, marketing, and customer value teams to ensure seamless alignment and execution.

• Pipeline & Business Development
• Drive PE-sourced and PE-influenced pipeline, ensuring visibility and accuracy of all opportunities in Salesforce.
• Support the sales cycle across key PE-backed opportunities, from identification through close, in close collaboration with account executives and solution consultants.
• Lead joint account planning sessions and ensure follow-through on action items to achieve mutual goals and revenue targets.
• Track key performance metrics including pipeline creation, deal velocity, and portfolio penetration.

Marketing & Events

• Plan and execute strategic PE events, executive roundtables, and industry engagements to showcase Coupa’s value proposition and strengthen partner relationships.
• Collaborate with Coupa’s marketing team on co-branded campaigns, thought leadership, and PR activities.
• Represent Coupa at conferences and forums, positioning the company as a trusted value-creation partner to the private equity community.

Operational Excellence & Governance

• Maintain operational rigor across partner management processes, ensuring data accuracy, consistent reporting, and timely follow-up.
• Lead quarterly business reviews (QBRs) with key partners, tracking outcomes and course-correcting as needed.
• Serve as the internal advocate for PE partners—ensuring tight alignment between sales, alliances, finance, marketing, and executive stakeholders.
• Continuously refine the PE program structure, tools, and governance model to ensure scalability and impact.

What You Will Bring to Coupa:

• Bachelor’s degree in Business, Economics, or related field; MBA or advanced degree preferred.
• 7+ years’ experience in enterprise software sales, alliances, or partner development, with proven success building and scaling strategic partnerships—preferably in or around the Private Equity ecosystem.
• Deep understanding of enterprise sales cycles, channel/partner motions, and value-creation frameworks.
• Exceptional relationship-building, communication, and executive-level presentation skills.
• Proven ability to operate cross-functionally, influence without authority, and drive results in fast-paced environments.
• High level of business acumen with the ability to connect financial, operational, and strategic objectives.
• Entrepreneurial mindset, strong operational discipline, and a bias for execution.

The estimated pay range for this role is $148,000 - $168,000 + eligibility for commission

The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

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