AI Transformation, Value Advisory Senior Director - 11531

About Coupa

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.

The Impact of an AI Transformation, Value Advisory Senior Director

AI Transformation, Value Advisory Senior Director is a strategic, customer-facing consultant responsible for partnering with account executives, solution architects, and forward-deployed engineers (FDEs) to shape, position, and deliver business value across large enterprise and global strategic accounts (Fortune 500, etc.). This role plays a critical part in the end-to-end customer journey—from territory planning and demand generation through AI Transformation Workshop design and facilitation, business case development, executive alignment, and late-stage deal orchestration.

You will guide customers through analytical, data-driven value conversations and hands-on AI transformation workshops that accelerate decision-making and build confidence in the feasibility of targeted outcomes. You will serve as a trusted advisor to executive stakeholders, helping them articulate current-state challenges, quantify improvement opportunities, envision AI-enabled target operating models, and connect those outcomes to Coupa’s capabilities, including Coupa Compose, AI agents, and intelligent orchestration. The ideal candidate brings a blend of consulting rigor, SaaS or transformation experience, executive presence, workshop facilitation expertise, and the curiosity required to navigate ambiguous environments.

What You’ll Do

• Partner with account teams (AEs, Solution Advisory, Forward-Deployed Engineers, Coupa Spend Lab) throughout the end-to-end customer 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—with a particular focus on identifying high-value AI and automation use cases.
• 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.
• Design, develop, and facilitate AI Transformation Workshops tailored to each customer’s spend data, organizational maturity, and strategic priorities. Workshops should identify