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.
Good To Have:
- MBA or advanced degree in finance/economics
- Spanish language proficiency
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
Perks:
- ~30% travel expected
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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