About Coupa
Coupa is the leader in AI-native Total Spend Management, revolutionizing both direct and indirect spending with advanced agentic AI. By leveraging cutting-edge technology, Coupa is redefining the future of trade, enabling businesses to optimize procurement, improve efficiency, and drive smarter financial decisions.
About the Role
We are seeking a Senior Vice President of Value and Solution Advisory to lead and scale our global presales organization. As a key member of the Go-to-Market (GTM) leadership team, this executive will be responsible for driving presales excellence, aligning presales strategy with revenue goals, and ensuring our teams deliver world-class customer engagements. This role requires a proven leader with experience building, optimizing, and leading large presales teams in high-growth enterprise software environments.
What you will do:
- Strategic Leadership & Growth: Execute a scalable presales strategy that aligns with Coupa’s vision and product strategy, and optimizes presales efficiency, specialization, and customer impact.
- Team Leadership & Development: Lead, mentor, and develop a diverse talent across the globe. Drive a high-performance culture through enablement, training, and career progression frameworks.
- Customer & Deal Support: Ensure teams deliver exciting and memorable experience for Coupa’s prospects and customers. Partner with sales leadership to align presales efforts with quota attainment and strategic growth initiatives.
- Cross-Functional Collaboration: Work closely with Sales, Product, Engineering, and Marketing to align presales activities with product roadmap and go-to-market (GTM) strategy.Oversee the development of competitive intelligence, thought leadership and sales playbooks.Partner with Revenue Operations to optimize presales processes, automation, and analytics.
- Operational Excellence: Optimize the use of presales resources to ensure the best coverage for high-value accounts.Implement best-in-class presales tools, methodologies, and forecasting models.Scale presales operations globally, ensuring consistency while allowing for regional customization.
What you will bring:
- 15+ years of experience in presales, technical sales, or solutions consulting.
- 7+ years in a leadership role, managing large teams (100+ FTEs) in a high-growth SaaS environment.
- Proven track record of scaling presales organizations to support $1B+ in revenue.
- Deep experience in enterprise SaaS sales cycles, solution enablers and value selling.
- Expertise in presales metrics, forecasting, and operational efficiency.
- Strong leadership skills with a track record of building and retaining top talent.
- Ability to influence C-level stakeholders internally and externally.
- Global leadership experience, including managing distributed presales teams.
Why Join Coupa?
Lead one of the most impactful presales teams in SaaS.
Work with an exceptional leadership team driving innovation and customer success.
Be at the forefront of innovation in TSM.
