Customer Value Director

coupa-software-inc-ats-1; Austin (CA); Remote; USD 136,000 - 184,000; Full time

Benefits offered by this job

Global Wellness Days

Birthday Time-Off

Volunteer Time Off

EAP (counseling)

Job summary

Coupa is seeking a senior Customer Value Director to maximize customer value and drive adoption of our spend management platform. You will lead cross-functional teams, manage renewals and value reviews, and coach customer teams to achieve success and revenue growth.

This remote-friendly role offers a pay range of $136,000–$184,000 with 80/20 base-to-commission, based on skills and location. You will influence strategic customer outcomes and enterprise relationships.

Qualifications

• Strong P2P or S2C domain expertise.
• Strong background in customer management.
• Entrepreneurial attitude.
• Negotiation skills and deal closing.
• Experience managing executive relationships and influencing strategies.
• Project management across cross-functional teams.
• Ability to have value-based conversations with executives.
• Strong data analytics and communication skills.
• Background in software and SaaS is a plus.

Responsibilities

• Represent the primary Coupa contact after go-live to drive customer success.
• Coach customer teams to achieve success goals and renewals.
• Communicate product capabilities and critical information to customers.
• Lead value identification, measurements, and reviews.
• Manage renewals and growth of annual contract value.
• Coordinate internal resources and share best practices with customers.

Skills

P2P/S2C domain

Client management

Entrepreneurial attitude

Negotiation

Executive relationships

Project management

Value-based conversations

Data analytics

Executive communication

SaaS knowledge

Education

Bachelor’s degree

Master’s degree a plus

Job description

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

• Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
• Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
• Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

The Impact of Customer Value Director at Coupa.

Customer Value Director is a senior-level individual focused on maximizing customer value and ensuring that customers achieve their desired outcomes with a company's products or services. This role involves strategic planning, cross-functional collaboration, data analysis, and communication to drive customer satisfaction, loyalty, and revenue growth.

What You'll Do:

• Customer Success Directors represent the primary point of contact from Coupa to customers after customer go-live. As such, they provide three critical functions:
• Work with / coach customer teams to drive customer success strategies and to achieve customer success goals.
• Provide communication to customers regarding Coupa, new product capabilities and other critical information.
• Specific goals center on the following:
• Customer success, value identification and measurement
• Customer referenceability
• Customer renewal and growth of annual contract value.
• Customer solution expansion
• Key activities include:
• Participate in customer value framework workshops
• Develop and drive value plan
• Conduct scheduled customer check-ins
• Drive periodic business/value reviews
• Manage renewals
• Monitor customer performance.
• Manage customer relationships
• Establish role as trusted advisor
• Coordinate Coupa internal resources as needed
• Share best practices ideas, product information, and relevant Coupa news.
• Support/drive customer campaigns

What You'll Bring to Coupa:

• Strong P2P or S2C domain expertise
• Strong background in customer / client management.
• Entrepreneurial Attitude
• Negotiation Skills
• Experience with demonstrated success in the following:
• Managing client expectations
• Developing and maintaining executive relationships and associated influencing strategies
• Project management including managing disparate, cross-functional, cross-enterprise project teams
• Ability to have value-based conversation with business executives
• Strong organizational and data analytic skills
• Strong communication skills including professional writing skills, verbal skills and experience presenting to executive teams.
• Background in software and SaaS solutions a plus.
• Minimum bachelor’s degree required – master’s degree a plus.

The estimated pay range for this role is: $136,000 - $184,000 + eligibility for commission with an estimated pay mix of 80/20

The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

#LI-AA2

#LI-Remote

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being . We offer a comprehensive suite of benefits designed to help you and your family thrive:

Global Well-Being Perks (For All Employees Globally)

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.

Please be advised that inquiries or resumes from recruiters will not be accepted.

By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.