VP, Coupa Pay Success - 11471

What You'll Do:

• Lead the Customer Success teams focused on adoption of Invoice to Pay solutions, ensuring customers meet their success metrics across our payments, banking, invoicing, and treasury solutions.

• Own the Customer Success strategies that accelerate product adoption. Accountable for ensuring customers maximize their usage and transactional volume on the platform and Coupa maximizes transaction revenue and grows license revenue from our Invoice to Pay solutions.

• Act as an executive liaison to ensure our operational processes for our partner ecosystem are delivering for our customers, ensuring rapid onboarding and delivering for growth.

• Directly impact Coupa’s bottom line by meeting and exceeding transaction revenue targets and gross renewal rates for Invoice to Pay solutions.

• Maintain a comprehensive view of the transaction revenue opportunity across the customer portfolio, using data-driven analysis to prioritize team focus and identify the highest-impact paths to growth.

• Act as a strategic advisor to CFOs, Treasurers, and CPOs at Fortune 500 companies, guiding them through the complexities of digital payment transformation, invoicing, and treasury management.

• Leverage AI and customer data insights to proactively identify revenue growth opportunities.

• Utilize AI-powered analytics to anticipate customer churn and prescribe proactive interventions to ensure continuous ROI and retention.

• Drive global customer adoption of Coupa’s AI-led innovations across our Invoice to Pay suite to demonstrate market leadership and “best-in-class” digital transformation.

• Serve as a market-credible executive sponsor for sales opportunities, key customer engagements, and escalations using deep domain expertise to validate our solutions’ value proposition.

• Forge a seamless link between Sales, Product, Partner, Delivery, and Support teams. You will ensure that customer feedback directly informs product roadmaps, keeping our innovation aligned with market demand.

• Mentor and scale a high-performing Customer Success organization. You will define the KPIs and operational rigor required to manage a global team.

• Support strategic relationships across the Invoice to Pay partner ecosystem, including banking partners, payment networks, and key payment/invoicing service partners, to accelerate customer onboarding, adoption, and transaction revenue.

What You Will Bring to Coupa:

• 10+ years of Customer Success, Sales or Professional Services leadership in Fintech, Global Payments, Invoicing, or Treasury in an Enterprise SaaS context. Proven track record of leading post-sales customer facing organizations.

• Deep, specialized knowledge of the global payments and invoicing landscape, including ACH, Virtual Cards, Cross-Border FX Payments, Supplier Networks, e-Invoicing, and Working Capital solutions (Early Pay Discount programs and Supply Chain Financing programs).

• Experience navigating the organizational hurdles of moving from legacy ERP-initiated payments and invoicing to modern cloud-based systems.

• Demonstrated competency in utilizing AI to streamline executive reporting, automate complex cross-functional workflows, and accelerate the creation of strategic deliverables.

• Thorough understanding of the SaaS business model, with a focus on driving net retention, ARR, and transactional expansion.

• Familiarity with the Coupa ecosystem or competitive enterprise platforms (e.g., SAP, Oracle, Workday, NetSuite, Ariba, and others).

• Exceptional ability to translate technical complexities into clear, ROI-driven business outcomes.

• Ability to travel globally up to 25% of the time

• Bachelor’s degree required