AI Transformation, Value Advisory Senior Director

Role Description

The Impact of an AI Transformation, Value Advisory Senior Director is a strategic, customer-facing consultant responsible for partnering with account executives, solution architects, and forward-deployed engineers (FDEs) to shape, position, and deliver business value across large enterprise and global strategic accounts (Fortune 500, etc.). This role plays a critical part in the end-to-end customer journey—from territory planning and demand generation through AI Transformation Workshop design and facilitation, business case development, executive alignment, and late-stage deal orchestration.

You will guide customers through analytical, data-driven value conversations and hands-on AI transformation workshops that accelerate decision-making and build confidence in the feasibility of targeted outcomes. You will serve as a trusted advisor to executive stakeholders, helping them articulate current-state challenges, quantify improvement opportunities, envision AI-enabled target operating models, and connect those outcomes to Coupa’s capabilities, including Coupa Compose, AI agents, and intelligent orchestration. The ideal candidate brings a blend of consulting rigor, SaaS or transformation experience, executive presence, workshop facilitation expertise, and the curiosity required to navigate ambiguous environments.

What You’ll Do

• Partner with account teams (AEs, Solution Advisory, Forward-Deployed Engineers, Coupa Spend Lab) throughout the end-to-end customer lifecycle to shape deal strategy, align on value hypotheses, and create compelling commercial narratives.
• Lead high-quality discovery with senior and executive stakeholders to understand strategic objectives, current processes, pain points, and organizational constraints across the sourcing, procurement, supply chain, finance, and treasury functions—with a particular focus on identifying high-value AI and automation use cases.
• Develop business cases and ROI models that synthesize complex datasets, benchmark performance, and quantify achievable outcomes across improved savings rates, increased spend capture, process improvements, and working capital optimization.
• Create and deliver executive-level presentations that clearly communicate findings, recommendations, and target metrics with a strong storytelling arc.
• Guide account teams as a deal captain, ensuring value is consistently positioned, integrated into the sales strategy, and reinforced throughout the cycle.
• Contribute to territory and account planning, identifying where value-led conversations can unlock pipeline and accelerate customer engagement.
• Mentor and elevate Value Advisory peers, sharing frameworks, best practices, and content development, and insights.
• Design, develop, and facilitate AI Transformation Workshops tailored to each customer’s spend data, organizational maturity, and strategic priorities. Workshops should identify 1–2 high-value AI use cases, assess technical feasibility, and build executive commitment for Coupa Compose and AI agent adoption.
• Conduct AI readiness assessments evaluating customer maturity across culture, data quality, process standardization, and change management capacity. Frame readiness gaps in business terms and co-develop adoption roadmaps with customer stakeholders.
• Serve as the connective tissue between customer vision and technical build within the cross-functional pod model (Value Advisory, Solution Advisory, FDEs, Business Transformation Consultants). Define the “what” and “why” of the AI transformation vision while enabling architects and engineers to define the “how.”
• Guide customers through organizational change management (OCM) implications of moving from manual to AI-augmented and agentic workflows, including workforce evolution, new governance structures, and Centers of Excellence for AI-driven procurement.

Qualifications

• 15+ years of relevant experience in management consulting, business transformation, finance/supply chain, or practitioner roles within large enterprises.
• Experience in SaaS sales, pre-sales, or services delivery strongly preferred.
• Demonstrated success engaging at the C-suite level and influencing executive decision-making.
• Prior experience guiding customers or organizations through change initiatives or technology-enabled transformation, particularly AI or digital transformation initiatives.
• Demonstrated experience designing and facilitating executive workshops, strategy sessions, or design-thinking engagements for senior stakeholders at large enterprises.
• Experience with organizational change management (OCM) and workforce evolution in the context of technology adoption or process automation.
• Global or multinational experience preferred.

Requirements

• $204,000 - $230,667 a year
• OTE range $291,000 - $329,667 with a mix of 70/30
• The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Benefits

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September).
• Birthday Time-Off: Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (VTO): We offer 40 hours of paid VTO annually to support community initiatives and volunteer programs.
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business Travel Protection: Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program: Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles.
• Coupa offers highly competitive, location-specific benefits packages tailored to your primary work location.