Sr. Value Advisory Director (Finance) - 11156
Los Angeles, California, United StatesFull-TimeDirectorOther
Skills
What You'll Do:
- Partner with account teams (AEs, Solution Advisory, Coupa Spend Lab) throughout the sales lifecycle to shape deal strategy, align on value hypotheses, and create compelling commercial narratives.
- Lead high-quality discovery with senior and executive stakeholders to understand strategic objectives, current processes, pain points, and organizational constraints across the sourcing, procurement, supply chain, finance, and treasury functions.
- Develop business cases and ROI models that synthesize complex datasets, benchmark performance, and quantify achievable outcomes across improved savings rates, increased spend capture, process improvements, and working capital optimization.
- Create and deliver executive-level presentations that clearly communicate findings, recommendations, and target metrics with a strong storytelling arc.
- Guide account teams as a deal captain, ensuring value is consistently positioned, integrated into the sales strategy, and reinforced throughout the cycle.
- Contribute to territory and account planning, identifying where value-led conversations can unlock pipeline and accelerate customer engagement.
- Mentor and elevate Value Advisory peers, sharing frameworks, best practices, and content development, and insights.
What You Will Bring to Coupa:
- 15+ years of relevant experience in management consulting, business transformation, finance/supply chain, or practitioner roles within large enterprises.
- Experience in SaaS sales, pre-sales, or services delivery strongly preferred.
- Demonstrated success engaging at the C-suite level and influencing executive decision-making.
- Prior experience guiding customers or organizations through change initiatives or technology-enabled transformation.
- Global or multinational experience preferred.
- Exceptional analytical skills with the ability to simplify complex datasets and translate them into compelling, outcome-driven narratives.
- Executive presence and presentation delivery, bringing the confidence to challenge assumptions, frame decisions, and facilitate high-stakes conversations.
- Creative problem-solving, with the ability to apply structured frameworks while adapting to different customer contexts.
- Strong storytelling ability, referencing past experience and change management principles to build trust and conviction.
- Self-starter mindset: comfortable navigating ambiguity, designing value cases from scratch, and driving a deal strategy independently.
- Soft-selling capability grounded in curiosity, inquiry, and outcome focus.
- BA/BS required.
- Masters (Finance, Supply Chain, or related discipline) strongly preferred.
