Senior Director, AI Transformation, Value Advisory

This is a fully remote position, open to applicants in Pennsylvania.

📋 Description

• Collaborate with account teams (AEs, Solution Advisory, Forward-Deployed Engineers, Coupa Spend Lab) throughout the complete customer lifecycle to shape deal strategies, align on value hypotheses, and craft compelling commercial narratives.

• Conduct thorough discovery sessions with senior and executive stakeholders to grasp strategic objectives, existing processes, pain points, and organizational constraints within sourcing, procurement, supply chain, finance, and treasury functions, focusing on identifying high-value AI and automation opportunities.

• Create business cases and ROI models that integrate complex datasets, benchmark performance, and quantify achievable outcomes, enhancing savings rates, increasing spend capture, improving processes, and optimizing working capital.

• Develop and present executive-level presentations that effectively convey findings, recommendations, and target metrics, utilizing a strong storytelling approach.

• Lead account teams as a deal captain, ensuring that value is consistently articulated, integrated into the sales strategy, and reinforced throughout the sales cycle.

• Contribute to territory and account planning by identifying opportunities for value-driven discussions that can unlock pipeline potential and enhance customer engagement.

• Mentor and uplift Value Advisory colleagues by sharing frameworks, best practices, content development, and insights.

• Design, develop, and facilitate AI Transformation Workshops tailored to each customer's spend data, organizational maturity, and strategic priorities, identifying 1–2 high-value AI use cases, assessing technical feasibility, and securing executive commitment for Coupa Compose and AI agent adoption.

• Conduct AI readiness assessments to evaluate customer maturity concerning culture, data quality, process standardization, and change management capacity, framing readiness gaps in business terms and co-developing adoption roadmaps with customer stakeholders.

• Act as the bridge between customer vision and technical implementation within the cross-functional pod model (Value Advisory, Solution Advisory, FDEs, Business Transformation Consultants), defining the "what" and "why" of the AI transformation vision while allowing architects and engineers to determine the "how."

• Guide customers through the organizational change management (OCM) implications of transitioning from manual processes to AI-augmented and agentic workflows, including workforce evolution, new governance structures, and Centers of Excellence for AI-driven procurement.

⛳️ Requirements

• Over 15 years of relevant experience in management consulting, business transformation, finance/supply chain, or practitioner roles within large enterprises.

• Strongly preferred background in SaaS sales, pre-sales, or service delivery.

• Proven success in engaging with C-suite executives and influencing high-level decision-making.

• Previous experience guiding customers or organizations through change initiatives or technology-driven transformations, especially in AI or digital transformation projects.

• Demonstrated experience in designing and facilitating executive workshops, strategy sessions, or design-thinking engagements for senior stakeholders at large organizations.

• Experience in organizational change management (OCM) and workforce evolution related to technology adoption or process automation.

• Global or multinational experience is preferred.

🏝️ Benefits

• Pioneering Technology: At Coupa, we are at the cutting edge of innovation, utilizing the latest technology to enable our customers to achieve greater efficiency and visibility in their spending.

• Collaborative Culture: We prioritize collaboration and teamwork, fostering a culture driven by transparency, openness, and a shared commitment to excellence.

• Global Impact: Join a company where your contributions create a global, measurable impact on our clients, the business, and one another.