Senior Customer Success – Payments (Remote)


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.

We are looking for highly energetic and driven customer champions to work on the Coupa Pay team.  This role will help our customers get the most out of their Coupa Pay investment by driving growth and adoption of their use of Virtual Cards, Digital Payments, and Working Capital Solutions / Early Pay Discounts.

Ideal candidates will have a minimum of 10+ years’ experience working directly with large, enterprise clients to drive customer success, have relevant experience with B2B payments, especially with digital payments solutions, or an alternatively compelling job history that indicates you will be successful in this role.




  • Act as the Coupa Pay subject matter expert during sales cycles by providing prospects and clients with deep domain knowledge of Coupa Pay products and best practices.
  • Have a strong technical understanding of Coupa products with the ability to discuss and demonstrate the full Coupa platform and how it will meet a customer’s business needs.
  • Create and own the adoption strategy plan with large, strategic customers and ensure that all teams, including external Coupa partners and Coupa colleagues, are actively engaged to help execute the strategy with the customer.
  • Help customers create success goals that are linked to their overall business objectives for successful Coupa Pay growth and adoption and can easily be measured to assist customers in tracking performance.
  • Become a trusted partner and actively engage customers in strategic conversations involving longer-term business needs and best practices.
  • Analyze and report on customers’ overall Pay opportunity for virtual cards, bank transfers and working capital / early pay discount solutions.
  • Forge strong partnerships with customers, Coupa Pay partners, suppliers and Coupa colleagues.
  • Create and/or improve Coupa Pay templates, training and presentations.
  • Provide guidance and support to other members of the Coupa Pay Customer Growth Team.
  • Share relevant prior experiences with customers and colleagues.
  • Work well in both individual and team settings both on and off client site.
  • Manage customers where up to 20-25% of your time may include travel.
  • Ability to provide Coupa platform demonstrations and training.

    Requirements :


  • 10+ years’ experience in either payments or systems applications, whether internally via a Finance or Procurement organization, or externally with a consulting firm or software provider.
  • Experience managing relationships with executive leaders at large organizations.
  • Deep domain expertise in either Payments and/or Procurement systems.
  • Candidates should have extremely strong client management skills and be able to work with customers to execute a plan that works towards a rapid, successful go-live and adoption.  
  • Experience with Software as a Service is a plus, as is any experience with Coupa BSM and other financial payment, accounting, and source-to-pay or procurement software.
  • Previous lead consulting experience with the following applications is a solid predictor of success: Coupa, Tipalti, Nvoicepay,, Ariba, Concur, NetSuite, Workday, Oracle, SAP.
  • Strong written and verbal communication skills.
  • Experience leading cross-functional teams is a plus.
  • Must be able to work in a fast-paced and passionate environment.
  • Experience configuring and delivering software demonstrations is strongly preferred.
  • Bachelor’s degree or equivalent





    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.
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