Deal Desk Specialist

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.

Why join Coupa?

🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

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