Senior Value Advisory Director

3 Weeks ago • 8 Years +

Job Summary

Job Description

As a Senior Director of Business Strategy at Coupa, you will be a subject matter expert in financial value, engaging with executive-level prospects to drive sales. Your role involves building compelling business cases to shorten sales cycles, increase deal sizes, and improve win rates. You will also educate and coach the sales organization on value-based selling methodologies, and refine tools, content, and strategies to enhance pipeline generation and the entire sales cycle. This position requires strong executive-level communication, cross-functional collaboration, strategic sales enablement, and innovation in value selling tools.

Must have:

Subject matter expert on financial value
Build compelling business cases for executives
Educate and coach sales organization
Refine value-based selling methodology
Executive-level communication skills
Cross-functional collaboration
Strategic sales enablement
Tool & IP innovation
8+ years experience in value engineering/consulting/pre-sales
Portuguese language proficiency

Good to have:

MBA or advanced degree in finance/economics
Spanish language proficiency

Perks:

~30% travel expected

4 skills required

4 skills required for this role

Add these skills to join the top 1% applicants for this job

cross-functional

communication

business-strategy

cross-functional-collaboration

Job Details

The Impact Of A Sr. Director, Business Strategy at Coupa.

You will serve as a subject matter expert on financial value, engaging with executive-level prospects to drive sales; building compelling business cases to shorten sales cycles, grow deal sizes, and increase win rates. This role also involves educating and coaching the sales organization on value-based selling methodologies. You will also refine and develop tools, content, and strategies to improve pipeline generation and the full sales cycle.

What You'll Do:

Engage with Prospects and Customers as a subject matter expert on financial value and business impact to grow Coupa’s deal size, lower sales cycle times and increase win rates
Build collaborative and compelling business cases for Executives / CEOs / Board to answer “Why do anything?”, “Why now?”, “Why Coupa?”
Continuously refine Coupa’s financial value-based selling methodology including tools, deliverables, offerings
Educate and coach Coupa’s Direct Sales Organization on how to implement this methodology successfully into Target Accounts
As an integral part of Worldwide Sales, work very closely with Sales Management, Sales Directors, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenue

What You'll Bring to Coupa:

Executive-Level Communication: Create and deliver compelling C-level proposals and presentations tailored to economic decision-makers.
Cross-Functional Collaboration: Work closely with Sales, Pre-Sales, Services, and customers to drive business outcomes.
Strategic Sales Enablement: Develop multi-level sales strategies, campaigns, competitive messaging, and enablement programs across verticals.
Tool & IP Innovation: Enhance value selling tools (e.g., ROI calculators, TCO models) and contribute to thought leadership and performance benchmarking.
Experience & Leadership: Bring 8+ years of experience in value engineering, consulting, or pre-sales, with strong project management, executive presence, and ability to scale best practices across teams.

Additional Experience

Strong communication skills – crisp, clear, and effective written and verbal communication across all levels.
Collaborative experience working closely with Sales Management and Field Sales teams to drive business results.
Thrives in fast-paced environments with a strong passion to win, succeed, and consistently strive for excellence.
Educational background: MBA or advanced degree in finance, economics, or related field strongly preferred.
Language and location: Portuguese required, Spanish a plus; based in Brazil, Colombia, or Mexico preferred (other LATAM locations considered); ~30% travel expected.

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