[Hiring] Sr Services Sales Director @Coupa Software

Role Description

The Sr. Services Sales Director is a pivotal role where you will collaborate with Sales to articulate Coupa’s approach, methodology, and scope for delivery projects, emphasizing early value delivery. In this strategic position, you will collaborate closely with partners, challenging and shaping proposal estimates and plans. You will assemble Coupa's part in proposals, encompassing scoping, estimating, and costing.

This role would be ideally suited to someone with consulting experience particularly in the area of business spend management (Procurement).

What You'll Do:

• Drive the full sales cycle from identification to deal structure close for new service engagements, working closely with account managers and sales teams.
• Proactively engage with clients to understand their key pain points and ensure they recognize the value of our services.
• Design, scope, and estimate customized solutions and engagements, both directly and in partnership with external firms.
• Participate actively in the sales cycle, providing expertise on all aspects of our service offerings.
• Contribute to the continuous improvement of our service packages by providing feedback to the Solution Delivery team.
• Support the development of new, customized service offerings that meet specific client needs.

Qualifications

• 12+ years in supply chain consulting, implementation, or category strategy.
• Experience scoping complex, multi-phase supply chain transformations.
• Relationship-building at CSCO, VP Ops, VP Sourcing level.
• Knowledge of supply chain architecture, demand planning, supplier risk management.
• Proven track record in enterprise services sales; 7+ years selling large consulting, implementation, or managed services deals (SaaS or software), ideally in spend management, finance operations, supply chain, or adjacent domains.
• Proven experience selling consulting projects, solutions, or managed services for a software or SaaS firm, with expertise in procurement and accounting processes, ideally involving generative AI.
• Methodical and data-obsessed. You’re a Salesforce master. You forecast honestly; you flag risks early. You track your own metrics—deal stage distribution, cycle time by category, win/loss reason, attach rates.
• A background in managing large, multinational service engagements and a history of success with executive and C-level prospects.
• A structured and rigorous approach to sales, with a clear track record of overachievement and proficiency in tools like Salesforce.
• A demonstrated ability to build strong, credible relationships at all levels, both internally with colleagues and externally with customers and partners.
• Exceptional discretionary effort, discipline, and organizational skills that consistently drive high performance and scalable growth.
• A positive, resilient, and adaptable team player who embraces a growth mindset and is a lifelong learner.

Requirements

• $180,000 - $204,000 a year.
• On-Target Earnings (OTE): $257,000 - $291,667 with a pay 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 within the state.

Benefits

• 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 and volunteer programs.
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources.
• Business Travel Protection: Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program: Receive generous monetary referral bonuses for successful referrals.
• Highly competitive, location-specific benefits packages including comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection.