Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.
The Deal Desk Specialist is a key member of Coupa’s Sales Operations Team. The qualified candidate will manage the Deal Desk function and support the sales team in successfully closing deals for Coupa’s products and services portfolio. This is a highly visible position which requires extensive interaction with senior executives and staff members across sales, marketing, product management, finance, support, legal, and professional services. Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business skills to assess request and find solutions that meet stakeholder needs. A successful candidate will have demonstrated the ability to proactively and effectively work together with all organizational levels within a fast-moving high-technology company, particularly interfacing between Sales teams and internal cross-functional stakeholders. We are looking for a results-driven, self-starter to join our team. This individual will be a trusted advisor to the sales team while ensuring all deals meet the regulatory, auditable and financial controls that Coupa has established. The main function of the Deal Desk is to provide guidance to the Sales teams in the development of proposals and quotes for existing and prospective customers to ensure that Coupa is able to win deals, increase market share and grow the revenue stream from Coupa’s Cloud offerings.
What you will do:
- Manage the Deal Desk Function and assist the sales team with Deal Structuring, Quoting and Pricing, Special Terms and Exception Approvals Management
- Work with finance to ensure all deals have the appropriate bookings packages. This includes fully executable agreements
- Assist the Field Organization during the customer/contracting lifecycle, from Lead-to-Quote, Contract-to-Order, Booking-to-Renewal/Cross-sell/Up-sell
- Participate in the review of and response to RFP’s, RFI’s, RFQ’s as needed
- Establish and enforce contracting guidelines and methodology; work with corporate functions to develop and train field operations on best practices for fulfilling standard as well as non-standard deals, including communication to sales, services and management teams on contracting best practices
- Identify and analyze problems using sound judgement and creatively determine solutions in order to effectively resolve issues and continuously improve business process and systems
- Ensure and manage data quality in Salesforce.com for all proposed and closed quotes/deals. This includes special customer pricing, customer entitlements and deal amounts
What you will bring to Coupa:
- Minimum of 1-5 years of demonstrated work experience in related fields; Software Sales/Software Accounting/Finance/Revenue Recognition/Legal/Sales Planning/Operations or Business Contracting
- BS/BA Required
- Must be fluent in English (Portuguese is a huge plus)
- Excellent understanding of various licensing models including but not limited to named and concurrent users, ELAs, term and subscription-based pricing, as well as hosted (SaaS) and Cloud models, Knowledge of GSA practices and international pricing preferred
- Strong understanding of revenue recognition considerations required
- Strong financial modeling and analysis skills; program and project management skills required
- Excellent written and verbal communication skills; Must be comfortable presenting business cases and compel pricing proposals to senior executives
- Experience with Business Intelligence, Reporting & Analytics Tools; Salesfoce.com and Enterprise quoting and exception approval workflow systems
At Coupa, we’re building a great company that is laser-focused on three core values:
ensuring customer success with an obsessive and unwavering commitment to making customers successful,
focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and
striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.
At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.
Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.