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Partner Business Director Coupa
Business spending management platform.
Permanent
Londres
Fully-remote
Salary: Not specified
> 5 years
Skills we're looking for
Communication skills
Sales enablement
Primary
Coupa
You'll be part of
3434 employees
Artificial Intelligence / Machine Learning
Finance
Our take
In 2006, Noah Eisner co-founded Coupa with Ravi Thakur, two fintech start-up specialists, as a provider of business spending management (BSM) services. Coupa has grown into its niche with a comprehensive platform that enables companies to gain greater control over their spending, supply networks, chain optimisation, liquidity management and payment solutions. Coupa has been recognised as a leading brand in third-party risk management (TPRM). Using artificial intelligence software, its TPRM software takes data from hundreds of sources and generates risk flags across the entire platform, informing the user’s processing decisions. TPRM integrates into Coupa’s business spending management systems to provide one comprehensive platform, a feat that gives it a definitive edge when it comes to secure management of company funds. Acquired in early 2023 by Thoma Bravo, Coupa is a company to watch, as progress in AI software could open opportunities for greater software automation on its platform.
You'll be working on
- As a Partner Business Director, you are the primary architect of Coupa’s indirect revenue growth within your region
- By bridging the gap between strategic alliances and regional sales teams, you transform our partner ecosystem into a high-performance engine that accelerates pipeline creation and deal execution
- Your impact is measured by your ability to scale Coupa’s market presence, empower partners through world-class enablement, and ultimately deliver the transformative power of our AI-driven spend management platform to a broader global network of customers
- Lead Coupa’s partner strategy in your region, by driving partner-led pipeline creation, deal execution, and regional alliance growth
- Own and execute the partner-led sales model, driving pipeline and ACV through resellers and strategic alliances
- Manage and enable key partners, ensuring consistent pipeline generation and deal progression across existing and new accounts
- Build joint account plans with partners and Coupa sales teams, aligned to regional growth priorities
- Generate new pipeline through partner-led prospecting, field events, and marketing programs
- Lead forecasting, pipeline inspection, and deal reviews, ensuring accuracy in Salesforce and Clari
- Support full sales cycle execution, including customer engagement, RFPs, pricing, and pre-sales support
- Run Quarterly Business Reviews (QBRs) and partner performance reviews against mutual targets
- Drive partner onboarding, enablement, and continuous education to improve selling capability
- Act as the primary liaison between partners and Coupa sales teams, ensuring alignment and deal momentum
- Lead regional partner events and executive engagement activities
- Track and analyse partner performance, pipeline health, and market trends to identify growth opportunities
We're looking for
- Experience building or scaling partner-led or indirect sales motions
- Experience with Salesforce and forecasting tools (e.g. Clari)
- Bachelor’s degree or equivalent experience
- Proven success in hunting, closing, and forecasting enterprise deals
- Strong relationship-building and executive communication skills
- Ability to operate in a fast-paced, matrixed environment
- 5–7+ years in enterprise software sales, channel sales, or alliances
- Willingness to travel up to 50%
- Fluency in FRENCH is a must
- Strong understanding of enterprise sales cycles and pipeline management