Senior Business Analyst, GTM Technology and Experience


  • Full Time

Coupa Software (NASDAQ: COUP), a leader in business spend management (BSM), has been certified as a “Great Place to Work” by the  Great Place to Work organization. We deliver “Value as a Service” by helping our customers maximize their spend under management, achieve significant cost savings and drive profitability. Coupa provides a unified, cloud-based spend management platform that connects hundreds of organizations representing the Americas, EMEA, and APAC with millions of suppliers globally. The Coupa platform provides greater visibility into and control over how companies spend money. Customers – small, medium and large – have used the Coupa platform to bring billions of dollars in cumulative spend under management. Learn more at Read more on the  Coupa Blog or follow  @Coupa on Twitter.

Do you want to work for Coupa Software, the world’s leading provider of cloud-based spend management solutions? We’re a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth. At Coupa, we’re building a great company that is laser focused on three core values:

1. Ensure Customer Success – Obsessive and unwavering commitment to making customers successful.
2. Focus On Results – Relentless focus on delivering results through innovation and a bias for action.
3. Strive For Excellence – Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

As a Sales Operations Business Analyst, you will be contributing to the design, analytics and implementation of a scalable GTM technology platform to help Coupa achieve $2B in revenue and surpass it. This is a true Business Analyst role (not a data or technical analyst), supporting the GTM technology stack and associated processes focused on driving projects that will help us scale our sales teams and operations ranging from process improvements to new tool rollouts. You will partner with Sales leadership, Operations and the Business Applications team to assess and improve processes and systems. You will help manage strategic initiatives focused on increasing sales productivity and operational efficiencies.   

You are a Sales Operations rock-star that can balance operations with strategy, not afraid to ask difficult questions and proactively seek answers for them. You have a keen eye for identifying sales process and systems inefficiencies and spinning up and leading projects to help solve. You can see the forest from the trees while working in an extremely dynamic and growth-oriented environment and enjoy rolling up your sleeves when needed. As a key subject matter expert on our sales process, Finance, Marketing, Legal, Deal Desk, and Product will depend on your insight. Coupa is an exciting place to work and you’ll be an important contributor and join a tight-knit environment of technical and business-minded individuals.




  • Continuously assess existing sales tool and process landscape with a focus on identifying automation opportunities designed to increase sales team productivity 
  • Develop and define processes across our sales cycle (lead to cash), including process flows and visualizations
  • Collaborate with key cross departmental stakeholders to gather business requirements and identify potential upstream/downstream impacts 
  • Support multiple improvement work streams related to GTM processes and systems; includes process mapping, root cause analysis and change management
  • Configuration and management of software/platform solutions with automation technology and approaches
  • Maintain internal backlog of feature requests, communicate status to end users, track and analyze issues for prioritization
  • Identifies and articulate the impact of decisions on upstream and downstream areas, trade-offs, benefits
  • Provide coaching, mentoring, and leadership to fellow team members.



  • 5+ years of Sales operations experience in a fast-growing SaaS enterprise company with a strong proficiency in, CPQ, Clari, and commonly used sales tools 
  • Expertise in sales and revenue methodologies with demonstrated experience working with business stakeholders to elicit/gather requirements 
  • Demonstrated experience working collaboratively with technical resources and bring the business perspective to systems development and implementation
  • Very good understanding of sales cycle, sales performance management and relevant KPIs
  • Ability to independently drive and manage deliverables and expectations across multiple stakeholders to completion
  • Ability to work effectively in a dynamic working environment requiring new perspectives and creative approaches; can adapt quickly to changes and possesses an action-oriented mindset
  • Always focused on doing what’s right for the business; high energy and contagious enthusiasm; willing to take on the tough projects and challenges to support growth of the business
  • Ability to effectively communicate with senior leadership 
  • Bachelor’s Degree in an analytical field (e.g., Computer Science, Business, Engineering, Mathematics, or Statistics), is preferred; MBA is a plus





    The estimated pay ranges for this role are as follows:
    •Based in Colorado: $89,500-105,000
    •Based in New York: $99,000-116,500
    •Based in New Jersey: $99,000-116,500
    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.
    At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of today’s dynamic businesses. It’s our people who make it happen, and we strive to attract and retain the best in every discipline.
    We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, retirement and savings plans with employer match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunches…And much more!
    As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.
    Please be advised, inquiries or resumes from recruiters will not be accepted.