Head of Strategic Deals, Coupa
International
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
- Enterprise Experience & Tenure: Possess 12+ years of experience in enterprise SaaS, technology sales, consulting, or large-scale transformation environments
- Complex Deal Architect: Proven ability to lead or influence >$1M complex, multi-product transactions and design multi-year, cross-product commercial constructs
- Strategic Communication: Demonstrate Executive presence and masterful storytelling ability, capable of distilling complexity into compelling, high-value narratives for senior stakeholders
- Operational Discipline & Leadership: Exhibit strong Strategic Pattern Recognition, capable of aligning multiple internal teams toward a unified strategy with rigorous operational discipline and organization
- Acumen & Reach: Strong commercial acumen including understanding of pricing strategy and risk management
- Experience across EMEA and APJ is preferred, alongside multicultural and matrix leadership experience
What the job involves
- The Head of the International Strategic Deals Office (SDO) leads an advanced overlay sales function responsible for shaping and guiding Coupa’s most complex, highest-value commercial transactions (typically >$1M)
- Operating across all international regions—EMEA, APAC, Japan—this leader strengthens deal strategy, orchestrates senior stakeholder engagement, enforces governance discipline, and ensures Coupa is consistently positioned as a trusted, strategic partner to customers pursuing business transformation
- A core part of the mandate is to raise the organisation’s capability in identifying strategic deal patterns early
- This leader will build and deploy a clear identification framework and “decision tree” that helps AEs, SEs, CSMs, and partner teams recognise when to step back from a narrow ask and shape a broader strategic opportunity
- Lead the entire engagement on complex, high-value deals across the Protect, Prosper, and Penetrate segments
- Define the core deal strategy, competitive posture, value narrative, governance structure, and executive engagement plans
- Partner with Account Executives (AEs) to shape multi-year commitments, ELAs (Enterprise License Agreements), cross-product plays, and commercial constructs
- Develop and embed a simple, repeatable framework to help the field identify large-scale deal potential early, moving transactions to transformational opportunities
- Create a Strategic Deal Identification Framework outlining key triggers (e.g., ERP migrations, mergers, cross-functional demand) and commercial markers (multi-SKU renewals >$1M)
- Train all new hires (Sales, SE, CS, Partners) on recognizing, escalating, and jointly architecting a broader strategic configuration
- Mobilize and align all cross-functional stakeholders, including Product, Finance, Legal, Value Engineering, and Deal Desk, as well as partners (channel and GSIs)
- Develop and elevate the enterprise-level narrative for customers, ensuring it ties Coupa solutions to transformation, value realization, and risk reduction
- Coach sales teams on structuring and delivering impactful executive-level communications
- Own and refine the governance model for strategic deals, leading structured deal reviews, approval cycles, and executive checkpoints
- Ensure data accuracy, deal hygiene, and visibility into the strategic pipeline, complying with commercial guidelines and corporate risk frameworks
- Capture detailed lessons learned from complex deals and translate them into repeatable methodologies, templates, and playbooks for the wider field
- Lead and develop the APJ Strategic Deals resource based in Singapore
- Build clarity of roles, decision-making, and the operating rhythm for the International SDO
- Support organizational maturity by driving consistent process adoption and structured engagement across all regions
Our take
In 2006, Noah Eisner co-founded Coupa with Ravi Thakur, two fintech start-up specialists, as a provider of business spending management (BSM) services. Coupa 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 recognised as a leading brand in third-party risk management (TPRM). Using artificial intelligence 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. Acquired in early 2023 by Thoma Bravo, Coupa is a company to watch, as progress in AI software could open opportunities for greater software automation on its 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 benefits
- Employee stock purchase program
- Health benefits for employees and their families
- Retirement and savings plans
- Flexible work environment
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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