Director, Customer Intelligence - 11568

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.

🔹 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. 

Proactively partner with post-sale leaders to define their strategic needs, translating leadership objectives into a clear, evolving analytical agenda. Serve as the analytical voice in QBRs, board prep, and executive reviews.

Build the customer intelligence data model. Integrate structured data (Salesforce, product telemetry) and unstructured data (tickets, calls, notes) into a single coherent view of the customer.

Develop early-warning analytics for churn, expansion, and adoption. Build the diagnostic and predictive layer that lets the post-sale org intervene early and scale what's working.

Define how we measure AI value. Establish the framework for measuring customer adoption, engagement, and outcomes tied to Coupa's agentic AI capabilities. This is an emerging discipline and you'll help shape it.

Lead and grow the team. Set the analytical vision, develop the people, and expand the function's influence across the company.

Experience building a post-sale analytics function. You've stood up the analytical layer of a CS, renewals, or post-sale org — or led a comparable greenfield analytics build inside a SaaS company.

Deep SaaS post-sale fluency. You know NRR, GRR, health scoring, time-to-value, and adoption metrics cold. You understand the stories behind the numbers, can spot weaknesses in standard formulations, and can defend your instrumentation under scrutiny.

Strong technical foundation. Proficiency in SQL is required. Familiarity with modern data-extraction techniques (LLM-based extraction, embeddings, classification) for working with unstructured data.

Executive communication. You can turn complex analysis into a clear narrative and a confident recommendation. You've influenced senior leaders with data and you know when to push back.

A real interest in AI value measurement. You don't need to be an expert — the field is too new for that — but you should be actively thinking about how to quantify the value of AI and agentic features, and excited to help define it.

Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. 

Please be advised that inquiries or resumes from recruiters will not be accepted.

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