Sr. Principal Strategist, Invoice

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Join a company where your work has a global, measurable impact on our clients, the business, and each other.

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Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

The Sr. Principal Strategist – Invoice to Pay, Treasury & Working Capital is a senior, customer‑facing finance expert who serves as a trusted advisor to executive finance leaders and a strategic force multiplier for Coupa’s go‑to‑market organization.

This role sits at the intersection of domain authority, executive engagement, and commercial execution. Strategist partners closely with Account Executives, Industry & Value Advisors, and Solution Advisors to shape finance‑led value narratives, influence C‑suite decision making, and accelerate pipeline generation and deal progression.

Unlike traditional delivery or advisory roles, this position is focused on executive credibility, deal shaping, and knowledge amplification, deep expertise in Invoice to Pay, Treasury, and Working Capital to Coupa’s most strategic opportunities while scaling that expertise across the broader sales and advisory ecosystem.

This role is pivotal in shifting Coupa’s finance‑led conversations from product discussions to executive decisions. You will directly influence pipeline creation, deal quality, and executive confidence—while scaling finance expertise across the organization. Success in this role is measured not by activity, but by impact on pipeline, deal velocity, win rates, and strategic credibility with finance leaders.

• Executive Advisory & Deal Shaping
• Act as a peer‑level advisor to CFOs, Controllers, Treasurers, Heads of Shared Services, and Finance Transformation leaders.
• Participate in executive discovery conversations to uncover financial, operational, and risk‑related priorities tied to AP, payments, liquidity, and cash management.
• Shape and influence complex, finance‑led buying decisions by connecting Coupa’s capabilities to measurable financial outcomes.
• Pipeline Generation & Acceleration
• Partner with Account Executives to identify high‑propensity accounts and finance‑led entry points that unlock new pipeline.
• Support territory and account planning by defining where Invoice to Pay, Treasury, and Working Capital narratives can drive differentiation and urgency.
• Actively engage in priority deals to accelerate velocity, improve win rates, and increase deal size through value‑based positioning.
• Value Narrative & Business Case Leadership
• Translate operational improvements into CFO‑level KPIs, including cash flow, working capital efficiency, risk reduction, and cost‑to‑serve.
• Support the creation and validation of executive‑ready business cases addressing:
• Invoice automation and cost‑to‑process reduction
• Payment accuracy, controls, and fraud mitigation
• Working capital optimization and liquidity improvement
• Governance, audit readiness, and compliance
• Challenge assumptions and guide customers toward fact‑based, defensible investment decisions.
• Knowledge Expansion & Enablement
• Elevate finance domain fluency across Industry & Value Advisors, Solution Advisors, and Sales through:
• Best‑practice frameworks and reference architectures
• Benchmarks, value assumptions, and financial models
• Deal playbooks and executive messaging
• Serve as a thought partner to internal teams, helping…