● Build, develop, and manage a pipeline of enterprise opportunities for Coupa Intake & Orchestration. ● Prospect into strategic enterprise accounts and identify opportunities to transform intake, workflow, and cross-functional business processes. ● Engage C-level executives and senior functional leaders to understand strategic priorities and position the business value of intake and orchestration. ● Lead complex, multi-stakeholder enterprise sales cycles from discovery and solution development through business case, negotiation, and close. ● Understand customers’ existing processes, technology ecosystems, and transformation priorities and translate them into a compelling future-state vision. ● Identify high-value orchestration and automation use cases across Procurement, Legal, Finance, IT, Shared Services, and other enterprise functions. ● Help customers develop transformation roadmaps demonstrating how orchestration can connect systems, automate processes, improve employee experiences, and accelerate business outcomes. ● Build executive-level business cases using ROI, TCO, productivity, adoption, cycle-time, and operational-efficiency metrics. ● Navigate complex buying groups spanning business leadership, IT, security, enterprise architecture, procurement, operations, and transformation teams. ● Collaborate closely with Coupa Account Directors to identify Intake & Orchestration opportunities within strategic accounts and develop coordinated account strategies. ● Partner with Solutions Consulting to lead effective discovery and develop tailored demonstrations based on customer processes, pain points, and transformation objectives. ● Collaborate with consulting, implementation, and digital transformation partners to develop and execute strategic opportunities. ● Develop and maintain actionable account and opportunity plans, including stakeholder maps, competitive positioning, transformation drivers, and clear paths to close. ● Maintain accurate pipeline management and forecasting while proactively identifying deal risks and opportunities. ● Serve as a subject-matter expert and advocate for Intake & Orchestration across the broader Coupa organization.

● Consistent track record of meeting or exceeding quota in enterprise B2B SaaS or enterprise software sales. ● Proven success closing complex six- and seven-figure enterprise technology transactions. ● Demonstrated experience selling complex technology solutions tied to digital transformation, process transformation, workflow automation, orchestration, or enterprise modernization initiatives. ● Strong understanding of enterprise orchestration and digital transformation projects, including how organizations redesign processes across people, systems, data, and AI. ● Ability to understand complex business processes, identify inefficiencies and transformation opportunities, and translate them into compelling technology and business-value propositions. ● Experience selling solutions that span multiple business functions and require alignment between business and IT stakeholders. ● Understanding of enterprise technology ecosystems, including systems of record, workflow platforms, integrations, automation, and the role orchestration plays in connecting them. ● Experience selling into Procurement, Legal, Finance, IT, Shared Services, Operations, or other enterprise functions. ● Demonstrated ability to build trusted relationships and communicate credibly with C-suite executives, transformation leaders, operational stakeholders, and technical teams. ● Strong value-selling capabilities with experience developing executive-level business cases, ROI models, and measurable transformation outcomes. ● Experience navigating complex enterprise buying committees and consultative sales cycles. ● Strong discovery skills and the ability to uncover fragmented processes, manual work, poor user experiences, disconnected technology, and opportunities for automation and orchestration. ● Working knowledge of AI, intelligent automation, workflow automation, and emerging agentic technologies and how they can be applied to enterprise business processes. ● Strong enterprise account planning, pipeline management, forecasting, and organizational skills. ● Ability to lead effectively across cross-functional teams, including Account Directors, Solutions Consulting, Product, Customer Success, Services, and partners.