SVP, Value and Solution Advisory

About Coupa
Coupa is the leader in AI-native Total Spend Management, revolutionizing both direct and indirect spending with advanced agentic AI. By leveraging cutting-edge technology, Coupa is redefining the future of trade, enabling businesses to optimize procurement, improve efficiency, and drive smarter financial decisions.

About the Role
We are seeking a Senior Vice President of Value and Solution Advisory to lead and scale our global presales organization. As a key member of the Go-to-Market (GTM) leadership team, this executive will be responsible for driving presales excellence, aligning presales strategy with revenue goals, and ensuring our teams deliver world-class customer engagements. This role requires a proven leader with experience building, optimizing, and leading large presales teams in high-growth enterprise software environments.

• Strategic Leadership & Growth: Execute a scalable presales strategy that aligns with Coupa's vision and product strategy, and optimizes presales efficiency, specialization, and customer impact.
• Team Leadership & Development: Lead, mentor, and develop a diverse talent across the globe. Drive a high-performance culture through enablement, training, and career progression frameworks.
• Customer & Deal Support: Ensure teams deliver exciting and memorable experience for Coupa's prospects and customers. Partner with sales leadership to align presales efforts with quota attainment and strategic growth initiatives.
• Cross-Functional Collaboration: Work closely with Sales, Product, Engineering, and Marketing to align presales activities with product roadmap and go-to-market (GTM) strategy.Oversee the development of competitive intelligence, thought leadership and sales playbooks.Partner with Revenue Operations to optimize presales processes, automation, and analytics.
• Operational Excellence: Optimize the use of presales resources to ensure the best coverage for high-value accounts.Implement best-in-class presales tools, methodologies, and forecasting models.Scale presales operations globally, ensuring consistency while allowing for regional customization.

• 15+ years of experience in presales, technical sales, or solutions consulting.
• 7+ years in a leadership role, managing large teams (100+ FTEs) in a high-growth SaaS environment.
• Proven track record of scaling presales organizations to support $1B+ in revenue.
• Deep experience in enterprise SaaS sales cycles, solution enablers and value selling.
• Expertise in presales metrics, forecasting, and operational efficiency.
• Strong leadership skills with a track record of building and retaining top talent.
• Ability to influence C-level stakeholders internally and externally.
• Global leadership experience, including managing distributed presales teams.