Head of Strategic Deals, International - 10983 at Coupa Software

United Kingdom

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Software, SaaS, Spend ManagementIndustries

Requirements

Experience leading advanced overlay sales functions for complex, high-value commercial transactions (typically >$1M)
Ability to operate across international regions including EMEA, APAC, and Japan
Expertise in strengthening deal strategy, orchestrating senior stakeholder engagement, and enforcing governance discipline
Capability to build and deploy identification frameworks and decision trees for recognizing strategic deal patterns early
Experience partnering with Account Executives (AEs), SEs, CSMs, and partner teams
Skills in mobilizing cross-functional stakeholders (Product, Finance, Legal, Value Engineering, Deal Desk, partners)
Proficiency in coaching sales teams on executive-level communications and enterprise-level narratives
Leadership experience in global management and developing teams (e.g., leading APJ Strategic Deals resource in Singapore)

Responsibilities

Lead the entire engagement on complex, high-value deals across Protect, Prosper, and Penetrate segments
Define core deal strategy, competitive posture, value narrative, governance structure, and executive engagement plans
Partner with Account Executives to shape multi-year commitments, ELAs, cross-product plays, and commercial constructs
Develop and embed a repeatable framework to identify large-scale deal potential early and move 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 new hires (Sales, SE, CS, Partners) on recognizing, escalating, and architecting strategic configurations
Mobilize and align cross-functional stakeholders and partners for deals
Develop and elevate enterprise-level narratives tying Coupa solutions to transformation, value realization, and risk reduction
Coach sales teams on structuring and delivering impactful executive-level communications
Own and refine governance model for strategic deals, including structured reviews, approval cycles, and executive checkpoints
Ensure data accuracy, deal hygiene, visibility into strategic pipeline, and compliance with commercial guidelines and risk frameworks
Capture lessons learned from complex deals and translate into repeatable methodologies, templates, and playbooks
Lead and develop the APJ Strategic Deals resource based in Singapore

Skills

Key technologies and capabilities for this role

Strategic SalesDeal StructuringStakeholder EngagementSales GovernanceCommercial TransactionsDeal StrategyBusiness TransformationSales EnablementDecision FrameworkInternational Sales

Questions & Answers

Common questions about this position

What is the salary or compensation for the Head of Strategic Deals, International role?

This information is not specified in the job description.

Is this Head of Strategic Deals role remote or does it require office work?

This information is not specified in the job description.

What skills and experience are required for the Head of Strategic Deals, International position?

The role requires mid-senior level experience in leading complex, high-value sales deals (typically >$1M), strategic deal leadership across international regions (EMEA, APAC, Japan), developing opportunity identification frameworks, and stakeholder orchestration with executive messaging.

What is the company culture like at Coupa?

Coupa has a collaborative culture driven by transparency, openness, and a shared commitment to excellence, with a focus on teamwork and pioneering technology.

What makes a strong candidate for the Head of Strategic Deals, International role?

Strong candidates have mid-senior level experience leading high-value strategic deals, expertise in shaping complex transactions across international regions, and the ability to build frameworks for early opportunity identification and stakeholder engagement.

Coupa Software

Cloud-based spend management and procurement solutions

About Coupa Software

Coupa Software provides a cloud-based platform for spend management and procurement solutions. Its suite of tools helps businesses manage their expenditures by integrating procurement, invoicing, and expense management into one system. This integration reduces inefficiencies that occur when these processes are handled separately. Coupa serves a wide range of clients, from large enterprises to mid-sized companies, across various industries. The company operates on a subscription-based model, allowing clients to pay a recurring fee for access to its tools, which can be scaled as needed. Coupa differentiates itself from competitors by offering a user-friendly interface that resembles online shopping, promoting high user adoption and satisfaction. The goal of Coupa Software is to help businesses control costs and improve financial efficiency through its comprehensive platform.

San Mateo, CaliforniaHeadquarters

2006Year Founded

$164.4MTotal Funding

IPOCompany Stage

Enterprise SoftwareIndustries

1,001-5,000Employees

Benefits

Insurance Package

Family Support

Legal Assistance

Student Loan Assistance

Employee Assistance

Discounts

Risks

Rising AI model costs could impact Coupa's pricing strategy and competitiveness.

Increased competition from AI-integrated procurement solutions may challenge Coupa's market position.

Security and trust in digital payments require continuous enhancements to avoid reputational damage.

Differentiation

Coupa integrates procurement, invoicing, and expense management into a single cloud-based platform.

The company offers a user-friendly interface that mimics online shopping for high adoption rates.

Coupa's robust data set of over $7 trillion in spend enhances decision-making capabilities.

Upsides

AI-driven procurement solutions are gaining traction, enhancing efficiency and decision-making.

Coupa's focus on supply chain visibility earned it a 2024 Top Software & Tech Award.

The shift in procurement to a strategic growth lever aligns with Coupa's comprehensive solutions.

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