Senior Director, Sales Operations – LATAM


  • 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.

Coupa is seeking a Sales Operations Leader to lead the LATAM sales operations team.

Responsibilities include continuously evolving forecasting models, analyzing historic results, and making business recommendations to senior management. This will include working with LATAM Sales leadership to develop, implement, and manage the business processes, systems, reports, and plans that optimize business functions to meet organizational goals and initiatives. The LATAM Sales Operations Leader will act as a trusted advisor to LATAM Sales leaders, leveraging data and analysis to scale the business. You will drive improvements to the reporting tools, methods, and processes utilized by the team to increase the availability and granularity of actionable data to their customers.




  • Develop Sales Planning and Analytics capabilities to support LATAM region through close collaboration with HQ Sales operations including: Bookings forecast, Capacity planning, Pipeline targets and quota planning
  • Utilize Coupa’s solutions, tools and processes to oversee Sales Operations activities to achieve regional objectives
  • Build, develop and lead a high performing regional Sales Operations team and foster cross functional collaboration
  • Identify key performance trends and gaps at the market area level and surface visibility and align with stakeholders to a resolution plan
  • Responsible for setting annual Sales target and quota and dispute resolution for the LATAM Sales teams
  • Partner with internal Coupa teams to monitor pipeline generation health by market area, identify and align root cause for performance gap and facilitate action plans
  • Support and enhance account sizing and prioritization framework with regional specific data and inputs
  • Optimize Sales Analytics and performance reporting into QBR reviews consistent with global standards for the LATAM region
  • Be the expert and single source of truth for data stewardship and reporting across multiple platforms
  • Partner with teams to evaluate and provide analytical support that result in balance and equitable territory design and account assignment
  • Collaborate with Coupa teams to assess Sales processes and workflow efficiently through technology offerings
  • Partner with Coupa teams to propose and support Sales transformational initiatives as needed in region



  • Sales / Sales operations experience in a fast-growing SaaS enterprise company preferred
  • Ability to adapt to unstructured environments and rapid change requiring new perspectives and creative approaches
  • Ability to be highly organized and productive with minimal oversight from management
  • Ability to create and build trusting relationships with cross-functional stakeholders
  • Ability to communicate clearly, concisely, and compellingly with senior management in verbal and written communications
  • Bias for Action; willingness to roll-up sleeves to get things done
  • Bachelor’s Degree; MBA is a plus





    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.