[Hiring] Partner Business Director @Coupa Software

Role Description

The Impact of a Partner Business Director at Coupa:

• Lead Coupa’s partner strategy in your region, by driving partner-led pipeline creation, deal execution, and regional alliance growth.
• Own and execute the partner-led sales model, driving pipeline and ACV through resellers and strategic alliances.
• Manage and enable key partners, ensuring consistent pipeline generation and deal progression across existing and new accounts.
• Build joint account plans with partners and Coupa sales teams, aligned to regional growth priorities.
• Generate new pipeline through partner-led prospecting, field events, and marketing programs.
• Lead forecasting, pipeline inspection, and deal reviews, ensuring accuracy in Salesforce and Clari.
• Support full sales cycle execution, including customer engagement, RFPs, pricing, and pre-sales support.
• Run Quarterly Business Reviews (QBRs) and partner performance reviews against mutual targets.
• Drive partner onboarding, enablement, and continuous education to improve selling capability.
• Act as the primary liaison between partners and Coupa sales teams, ensuring alignment and deal momentum.
• Lead regional partner events and executive engagement activities.
• Track and analyse partner performance, pipeline health, and market trends to identify growth opportunities.

Qualifications

• 5–7+ years in enterprise software sales, channel sales, or alliances.
• Proven success in hunting, closing, and forecasting enterprise deals.
• Experience building or scaling partner-led or indirect sales motions.
• Strong understanding of enterprise sales cycles and pipeline management.
• Experience with Salesforce and forecasting tools (e.g. Clari).
• Strong relationship-building and executive communication skills.
• Ability to operate in a fast-paced, matrixed environment.
• Willingness to travel up to 50%.
• Bachelor’s degree or equivalent experience.

Requirements

• €100,000 - €113,333 a year.
• OTE range EUR 143,000 - 161,667 with a mix of 70/30.
• The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Benefits

• Global Well-Being Perks (For All Employees Globally).
• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year.
• Birthday Time-Off: Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (VTO): 40 hours of paid VTO annually to support community initiatives.
• Employee Assistance Program (EAP): Access free, confidential counseling and resources.
• Business Travel Protection: Medical, safety, and emergency support during business travel.
• Referral Bonus Program: Receive monetary referral bonuses for successful hires.
• Highly competitive, location-specific benefits packages tailored to your primary work location.