Coupa Software

Revenue Operations

• Define go-to-market process design for prospecting, outbound motions, opportunity progression, forecasting, pipeline hygiene, and partner/advisory engagement
• Define platform standards of use, activity capture requirements, stage criteria, data expectations, and inspection routines
• Translate field requirements into documented process and solution requirements and prioritize them with Platform and Architecture leadership
• Own process-driven data quality and remediate field-behavior defects
• Serve as the primary Revenue Operations interface to Sales, Marketing, Partners, Advisory Services, and Sales Enablement
• Capture and prioritize field requirements, friction, and feedback across segments, regions, and routes to market
• Represent field impact in territory, quota, capacity, and segmentation planning
• Lead rollout of system and process changes, including impact assessment, communications, phasing, and readiness
• Drive capability adoption, inspection routines, compliance reporting, and remediation plans
• Manage stakeholder alignment and resistance during change
• Design systems enablement programs, curricula, certification criteria, and reinforcement approaches
• Partner with Sales Enablement on delivery, onboarding, scheduling, and learning-outcome measurement
• Maintain field-facing process documentation, standards, release communications, and reference materials
• Own forecasting and pipeline inspection processes and improve forecast accuracy with Sales, Finance, and Platform Architecture
• Define deal inspection and pipeline review routines using conversational intelligence and pipeline inspection platforms
• Identify and prioritize AI and automation use cases
• Lead AI capability pilots, workflow redesign, and adoption and outcome measurement

Revenue Systems Director, Revenue Operations

• Own the Global Sales Roster as the single source of truth for AE headcount, territory assignment, and quota
• Own the quota model calculating quota-on-the-street and rolling up into the bookings forecast
• Run roster maintenance and monthly formal submission to FP&A
• Support Global Sales Roster reporting
• Run the annual territory design and quota-setting cycle end to end
• Manage timelines, dependencies, and deliverables across RevOps, FP&A, Compensation, and HR
• Translate territory and quota decisions into operational systems and files
• Partner with IT on GTM systems enhancements and launches
• Serve as the source of truth for Sales reporting lines and system access
• Analyze territory effectiveness, quota coverage, AE productivity, account pool health, and attrition trends
• Provide GTM strategy input for M&A integration
• Lead consolidation of compensation plans and territories
• Support systems migration and consolidation, including account mapping and requirements gathering

Revenue Strategy & Readiness Director

• Define and maintain the reference architecture for the revenue systems stack, including system-of-record designations, object and data model standards, integration patterns and platform boundaries
• Set technical standards for configuration, automation, extensibility and technical debt management
• Evaluate architectural options for new capabilities and recommend implementation approaches
• Maintain platform roadmaps, release schedules and end-of-life dates; plan upgrades and migrations
• Own technical build delivery against the roadmap, including configuration design, environment strategy, testing and release management
• Establish a continuous improvement program using system telemetry to identify and remediate friction points
• Define and enforce change control, documentation and technical review standards
• Own platform reliability and incident management, including root cause analysis and preventive action
• Deliver artificial intelligence and automation capabilities, including vendor/platform evaluation, configuration, integration and agent-based workflows
• Build instrumentation to measure artificial intelligence and automation outcomes
• Serve as the primary Revenue Operations interface to Information Technology regarding integrations, enterprise platform changes, identity and access management, and architecture decisions
• Ensure compliance with information security, data privacy, data residency and audit requirements
• Represent Revenue Systems in enterprise architecture and change advisory processes
• Own technical platform evaluation, selection and application portfolio rationalization
• Manage vendor technical relationships, roadmap engagement, escalations and commercial negotiation support

Revenue Systems Director – Platform and Architecture

Product Manager

• Own and execute the product vision for Coupa’s Document Intelligence AI products and capabilities
• Embed into Data Science Research and AI Platform product teams and continuously validate hypotheses and iterate
• Collaborate with AI talent and use research infrastructure, including high-end GPU clusters and large-memory machines
• Partner with UX research and design teams to create reliable, intuitive, context-aware, and action-oriented AI experiences
• Engage with customers and customer-facing teams to gather deep customer insights
• Translate LLMs, embeddings, and other AI technologies into practical product features
• Define and monitor product success metrics including model precision, response relevance, adoption rates, and user satisfaction
• Coordinate with engineering, go-to-market, customer success, and product marketing teams for launches and adoption
• Evangelize complex AI technologies internally and externally
• Drive products through design, development, and long-term adoption
• Prioritize organizational initiatives to maximize impact
• Continuously improve digital product delivery

Senior Product Manager, Coupa AI Document Intelligence

• Evolve, define, and build innovative, differentiating, and profitable products for the Supply Chain Optimization team
• Own the supply chain data platform, including the Data Flows product used to build supply chain digital twins through data transformation operations
• Integrate the platform with third-party data sources
• Manage applications across the entire product lifecycle from strategy to delivery
• Define market needs and write detailed product requirements
• Provide development support, communicate solution benefits, and enable downstream teams
• Drive vision, roadmap planning, and execution of the supply chain modeling platform
• Balance innovation, customer, and market needs to deliver useful and simple experiences
• Manage product strategy, roadmap, feature design, development, go-to-market, and field support
• Work closely with engineering on the design, build, and testing of requirements and documentation
• Conduct competitive market analysis and analyze potential product partnerships
• Represent the product internally and externally through presentations and occasional global travel
• Engage with customers to understand pain points and develop innovative solutions with measurable commercial impact

Senior Product Manager

Analyst

• Administer enrollment transactions, including new hire elections, life event changes, dependent verifications, and open enrollment
• Respond to employee benefits inquiries through the HR/Benefits Service Desk and email
• Process and audit benefits enrollments and maintain data integrity
• Manage enrollment windows, eligibility reports, reminders, and incomplete elections
• Process new hire benefits paperwork for the US, Canada, Brazil, Colombia, and Mexico
• Maintain employee records across HRIS, benefits administration, and vendor platforms
• Support annual open enrollment communications, system testing, and intranet updates
• Coordinate leave of absence administration across the US, Canada, and LATAM
• Maintain leave trackers, audit leave dates, and manage leave documentation
• Process disability employer statements and support Canada disability leave processes
• Submit and reconcile carrier invoices and payroll deductions
• Support vendor census submissions, file feed audits, and enrollment reconciliations
• Assist with ACA review and filing, COBRA administration, and HSA CIP audits
• Distribute HSA/FSA reports and support FSA unsubstantiated claims processing
• Support compliance reporting, SPD/WRAP updates, process documentation, and benefits content
• Train new Benefits team members and support HR Operations benefits administration coverage

Benefits Analyst

Data Scientist

• Define and drive the long-term technical roadmap for applied Machine Learning within Supply Chain and Sourcing
• Partner with Operations Research teams to design predictive models that feed downstream mathematical optimization algorithms
• Research, prototype, and deploy machine learning models for time-series forecasting, deep learning, NLP, and GenAI
• Architect scalable data pipelines and ML infrastructure
• Collaborate with software engineers to deploy models in a high-throughput, multi-tenant SaaS environment
• Ensure robust model monitoring and lifecycle management
• Mentor the Data Science team through code reviews, algorithmic design sessions, and best practices
• Translate ambiguous business problems into structured data science projects
• Communicate ML concepts, limitations, and trade-offs to executives, product managers, and enterprise customers

Principal Data Scientist

• Take end-to-end technical ownership of complex, high-impact machine learning features
• Design, prototype, and implement predictive models for supply chain and sourcing challenges
• Architect machine learning solutions that provide calibrated inputs to large-scale mathematical optimization engines
• Partner with software architects to design scalable, automated machine learning pipelines
• Drive robust MLOps practices for model deployment, monitoring, and retraining within Coupa’s multi-tenant SaaS platform
• Mentor senior and junior data scientists
• Establish code review standards and lead system design sessions
• Collaborate with Product Managers and Engineering leaders to define requirements and translate business objectives into ML specifications
• Manage algorithmic trade-offs
• Lead feature engineering from complex real-world datasets and identify data signals to improve model accuracy

Senior Lead Data Scientist

Artificial Intelligence

• Lead the enterprise AI Delivery Engineering organization
• Build and scale a high-performing team of AI Engineers, AI Solution Architects, and AI Operations professionals
• Establish delivery standards, engineering practices, and operating models for AI solution development
• Own execution across multiple concurrent AI programs and business domains
• Lead delivery of AI agents, agentic workflows, AI-powered business automations, conversational AI, knowledge assistants, RAG solutions, and multi-agent orchestration
• Ensure AI solutions are secure, scalable, maintainable, and reusable
• Establish standards for prompt engineering, agent development, tool integration, MCP implementation, API integrations, workflow orchestration, code quality, reusable frameworks, and secure development
• Drive adoption of reusable AI components and engineering accelerators
• Own capacity planning, prioritization, roadmaps, resource allocation, milestone management, executive reporting, risk management, and delivery metrics
• Oversee production monitoring, agent health, incident management, performance and cost optimization, model and prompt optimization, and AI observability
• Create and manage the AI Governance council with Security and Compliance teams
• Ensure responsible AI, security reviews, privacy compliance, human-in-the-loop controls, auditability, model governance, risk assessments, and regulatory compliance
• Partner with AI Strategy, Enterprise Architecture, Business Systems, Data & Analytics, Security, Product Owners, Legal, Procurement, and vendor partners
• Manage delivery budgets, vendor performance, delivery costs, AI platform optimization, FinOps metrics, ROI, and engineering capacity
• Build a world-class AI delivery organization through talent development, workforce planning, coaching, mentoring, organizational design, hiring, performance management, engineering culture, and innovation

Senior Director – AI Delivery

Account Executive

• Manage and coach six ADRs across North America and Latin America through weekly 1:1s, call and email reviews, and enablement sessions
• Own qualified pipeline creation and contributions to closed-won revenue against targets
• Define, track, and defend conversion rates throughout the funnel
• Create sequences, talk tracks, objection handling, and persona messaging with Growth Marketing
• Design and test AI agents and automation for account research, prioritization, personalization, call coaching, and follow-up
• Partner with Marketing Ops, Demand Generation, Account-Based Marketing, and RevOps on routing, scoring, data quality, sequencing, dashboards, and integrations
• Shape campaign design, lead handoff, response SLAs, and follow-up standards with Growth Marketing
• Align account planning, territory coverage, and handoff quality with Americas Sales leadership
• Run capacity and activity models, monthly conversion reviews, and quarterly capacity plans
• Test channels, cadences, messaging, and segments and scale data-supported approaches
• Recruit, onboard, and ramp ADR talent
• Support career paths from ADR into AE, marketing, and customer roles
• Adapt coverage for North America and Latin America while maintaining consistent quality standards

Director, Account Development – Americas

Manager

• Maximize Solution Advisor performance, regional revenue attainment, pipeline development, and customer success through active leadership
• Coordinate the assignment, calendaring, and prioritization of Solution Advisor resources across the assigned region
• Strategize with regional sales leadership to align Solution Advisor activities with sales priorities
• Assist with recruiting, training, developing, and retaining top talent
• Provide technical and functional expertise during key regional sales opportunities
• Demonstrate how Coupa’s business spend management platform can meet and exceed prospects’ business needs
• Discuss and demonstrate product architecture and integration
• Facilitate knowledge sharing and scaling of best practices across the organization
• Foster a positive team attitude, outlook, and work ethic

Senior Manager, Solution Advisory

• Prospect, build pipeline, and sell Coupa cloud-based spend management solutions
• Engage C-level professionals to position Coupa’s strategic value proposition and lead large six-figure-plus deals to closure
• Collaborate with customers and internal teams to build joint vision roadmaps outlining Coupa’s delivered value
• Create and maintain actionable account plans to develop strategies and identify new business opportunities
• Provide accurate forecasts and monthly reports to the sales manager
• Communicate sales pipeline health, significant market trends, and potential risks affecting target attainment