[Hiring] Executive Success Partner @Coupa Software

Role Description

The Executive Success Partner acts as the single senior leader for the customer relationship of Coupa’s most strategic accounts. In this high-impact role, you will serve as the primary executive counterpart to the customer’s executives, ensuring that Coupa’s platform not only delivers on its promises but evolves to drive the customer’s long-term business transformation. You will move beyond transactional management to architect specific value journeys, orchestrating Coupa’s global resources to align with the customer’s objectives while driving profitable growth and partnership expansion.

What You’ll Do

• Executive Partnership & Value Realization
  • C-Suite Alignment: Cultivate and command trust-based relationships with customer executives, aligning Coupa’s capabilities directly with their corporate strategy and board-level objectives.
  • Value Architecture: Define, measure, and aggressively drive the realization of business outcomes. You are accountable for ensuring the customer captures the full ROI of their investment.
  • Strategic Advisory: Act as a thought leader, leveraging deep expertise in Autonomous Spend Management to challenge the status quo and introduce innovative industry perspectives that drive continuous improvement.
• Account Orchestration & Governance
  • Holistic Account Leadership: Lead the governance model, establishing rigorous internal and external engagement cadences that ensure the entire account team—Sales, Services, and Product—operates as a cohesive unit.
  • Cross-Functional Mobilization: Direct diverse, matrixed teams (including Services, Support, Product and other Subject Matter Experts) to solve complex business challenges, bridging the gap between sales discovery and Coupa execution.
  • Delivery Excellence: Oversee the health of engagements, partnering with the leadership team to anticipate resource needs, mitigate risks, and accelerate time-to-value.
• Growth, Innovation & Advocacy
  • Strategic Roadmap & Expansion: Move the partnership beyond individual projects by developing long-term "account journeys." Proactively identify opportunities for solution upsell and cross-sell that solve emerging customer problems.
  • Voice of the Customer: Champion the customer’s feedback within Coupa, influencing Product, Technology, and Marketing roadmaps to drive systemic improvements.
  • Investment Optimization: Direct strategic investments—such as Value Advisory engagements or Services assessments—to where they will generate the highest impact for both the customer and Coupa.

Qualifications

• 15+ years of experience in customer success, management consulting, or professional services with a track record of influencing C-level stakeholders in complex enterprise environments.
• A demonstrated ability to translate abstract business objectives into actionable software solutions and transformation roadmaps.
• A deep understanding of the Source-to-Pay (S2P) lifecycle—including Strategic Sourcing, Contract Lifecycle Management (CLM), and Procure-to-Pay (P2P)—enabling you to lead digital transformation with authority.
• Proven success in mobilizing and leading distributed, cross-functional teams without direct reporting lines to deliver large-scale programs.
• An entrepreneurial mindset with the ability to identify growth opportunities, support renewal retention strategies, and negotiate prioritization.
• Exceptional ability to synthesize complex technical and business concepts for executive audiences, coupled with the emotional intelligence to navigate sensitive political landscapes.

Requirements

• The estimated pay range for this role is $152,000 - $198,000.
• The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Benefits

• Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment.
• Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.