Delivery Lead, Coupa
Business Systems
Business spending management platform
Job no longer available
Business spending management platform
1001+ employees
Job no longer available
1001+ employees
Company mission
To provide a clear idea of business value for clients.
Role
Who you are
- Deep Functional Expertise: 8–12+ years in GTM systems with a focus on the Lead-to-Opportunity lifecycle
- People Management: 3+ years of experience directly managing, mentoring, and scaling technical teams (specifically Developers, BSAs, or System Admins) in an agile environment
- Salesforce Mastery: Advanced hands-on experience with Salesforce Sales Cloud; familiarity with ETM (Enterprise Territory Management) is a plus
- The L2O Tech Stack: Proficiency with LeanData, Marketo/6sense, ZoomInfo, and Outreach/Clari
- Data Fluency: Strong understanding of lead routing logic, territory modeling, and analytics tools (Snowflake, Tableau)
- Leadership: Proven ability to lead without authority, manage third-party vendors, push back on stakeholders to protect system health, and cultivate a culture of engineering excellence within your team
What the job involves
- As the Domain Owner for Lead-to-Opportunity (L2O), you are the architect and primary driver of the revenue funnel’s engine
- This is a high-impact, "Player-Coach" role responsible for the end-to-end lifecycle—from lead capture and enrichment to opportunity closure. In addition to managing the roadmap and actively designing, configuring, and troubleshooting within Salesforce, you will directly manage and mentor a technical team of Salesforce Developers and Business Systems Analysts (BSAs)
- You ensure pipeline accuracy, system scalability, and a seamless user experience while fostering a high-performing, empowered engineering and analysis pod
- 1. Domain & Strategic Ownership
- End-to-End Lifecycle Management: Own the full L2O process, including lead capture, enrichment, automated routing, qualification, and opportunity stage management
- Architectural Evolution: Partner with business leaders and architects to define the target state architecture, ensuring the system evolves ahead of business growth
- Tech Stack Governance: Act as the gatekeeper against "tool sprawl" and technical debt by maximizing existing platform capabilities before adding new vendors
- 2. Team Leadership & People Management (Developers & BSAs)
- Direct Management: Lead, mentor, and develop a dedicated pod of Salesforce Developers and Business Systems Analysts
- Resource & Capacity Planning: Allocate work efficiently across your team, balancing complex architectural builds with daily operational support and minimizing burnout
- Technical & Functional Coaching: Elevate the team's capabilities. Guide developers on Apex/LWC best practices and scalable architecture; coach BSAs on translating complex stakeholder asks into airtight, precise user stories and technical requirements
- Performance & Growth: Conduct regular 1:1s, manage performance reviews, and build clear career progression paths for your direct reports
- 3. Hands-On Salesforce Technical Delivery
- Salesforce Engineering: Lead the design and configuration of Sales Cloud (Leads, Campaigns, Opportunities, Accounts, Contacts) alongside your development team
- Automation: Build and maintain complex Flows, lead assignment rules, queues, and workflows
- Data Integrity: Oversee Master Data Management (MDM) within the L2O domain to ensure clean, deduplicated, and enriched data
- 4. Ecosystem & Integration Management
- Marketing-to-Sales Alignment: Own the integration with Marketing Automation Platforms (Marketo) and manage conversion logic
- Boundary System Oversight: Manage specialized tools including LeanData (routing), ZoomInfo/D&B (enrichment), Clari (Forecasting), Snowflake/Tableau (analytics layers), and several others in the GTM tech Stack
- Vendor Accountability: Ensure all third-party tools are delivering measurable ROI and are integrated with high technical standards
- 5. Operational Excellence & Delivery
- Service Ownership: Manage the L2O portfolio as a "service." Run bi-weekly reviews to report on system health and project transparency
- Backlog & Prioritization: Transform vague stakeholder needs into concise technical requirements. Manage the delivery roadmap for your team, balancing long-term transformation with urgent operational fixes
- Performance Metrics: Define and track key KPIs:
- Quality: Defect leakage and incident trends
- Velocity: Sprint predictability and throughput for your dev/BSA pod
- Efficiency: SLA adherence for lead routing and system uptime
- 6. AI Driven Delivery & Productivity
- Lead adoption of AI tools across the pod for team productivity and driving business outcomes
- Define & Implement AI-assisted Workflows (Intake, development acceleration, QA automation, Support resolution)
- Measure and improve team productivity using AI. This is a mandate, not a side project. You are expected to rethink how work gets done
Our take
In 2006, Coupa was created to be a provider of business spending management (BSM) services. Since then, it has grown into its niche with a comprehensive platform that enables companies to gain greater control over their spending, supply networks, chain optimisation, liquidity management and payment solutions.
Coupa has been recognized as a leading brand in third-party risk management (TPRM). Using AI software, its TPRM software takes data from hundreds of sources and generates risk flags across the entire platform, informing the user’s processing decisions.
TPRM integrates into Coupa’s business spending management systems to provide one comprehensive platform, a feat that gives it a definitive edge when it comes to secure management of company funds. Most recently, the company acquired intelligent document processing partner, Rossum, in a move set to strengthen its source-to-pay capabilities and expand AI-powered invoice automation across the wider platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2015
$80m
SERIES G
Mar 2014
$40m
SERIES F
Total funding: $169m
Company HQ
Town Center, Foster City, CA
Leadership
Leagh Turner
(CEO & Board Of Directors)Previously on the Board of Directors at Plan International Canada, was the Co-CEO of Ceridian and was COO at SAP.
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