Senior Director, Sales Operations


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.


Daily you will:


  • Develop Sales Planning and Analytics capabilities to support the APAC 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 targets and quotas and dispute resolution for the EMEA Sales teams.
  • Monitor pipeline generation health by market area, identify and align root cause for performance gaps 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 EMEA 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 results in balanced and equitable territory design and account assignment.
  • Manage and collaborate with HQ Sales Operations to improve sales processes, workflow and technology needs.
  • Recommend and support Sales Enablement and transformational initiatives as needed in the region.

    What You Will Bring To Coupa


  • Experience of ever-increasing responsibility in Sales Operations/Sales Strategy within a SaaS company or in a strategy consulting environment. 
  • A very thorough understanding of traditional B2B sales, Pipeline Management and Forecasting, which you will blend into Coupa’s approach. 
  • Ability to create a performance and metrics-focused culture. Direct experience holding sales teams accountable to their goals. Not afraid to intervene. 
  • Contributed significantly to development of sales GTM plans, including segmentation, coverage modeling, Customer wallet/share of wallet models. 
  • The mind of a great, strategic thinker and have developed a thorough understanding of optimized coverage models, go-to-market strategy and metrics that you are ready to put it all together in the one “Grand Unifying Theory of B2B Sales”. 
  • Ninja-like analysis skills: you know what questions to ask, what the data says, and what actions we can take based on the results Ability to cover a range of activities; from C-level presentations to hands-on, data deep-dives with analysts. 
  • A hands-on leader, who knows how to apply the right level of situational guidance to a team of smart analysts.
  • Strong communication skills, including the ability to visualize/summarize complex analyses in compelling ways.
  • The diplomatic skills to lead and drive cross-company initiatives to conclusion.
  • Bachelor’s degree required. MBA preferred.





    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.