Senior Director Value Advisory - 10962

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. Director Value Advisory at Coupa:

The Senior Director, Value Advisory 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.

What You'll Do:

• 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.

• Strategic Consulting & Transformation: Possess 15+ years of relevant experience in management consulting or business transformation, with prior experience guiding large enterprises through change initiatives.
• Executive Presence & Credibility: Demonstrate success engaging at the C-suite level and influencing executive decision-making, with the confidence to challenge assumptions and frame high-stakes conversations.
• Analytical Storytelling: Exhibit exceptional analytical skills and the ability to simplify complex datasets, translating them into compelling, outcome-driven narratives.
• Operational Discipline & Autonomy: Be a self-starter comfortable navigating ambiguity, possessing operational discipline, and having the capability to drive a deal strategy independently.
• Technical & Domain Expertise: Have a strong foundation in the SaaS and cloud business models and an understanding of procurement, finance, or supply chain domains.
• Global Acumen & Education: Global or multinational experience is preferred, with a Masters degree (Finance, Supply Chain, or related discipline) strongly preferred.
• Fluency in one or more key languages preferred (Portuguese, Dutch, Danish, Spanish).