Director of Pricing (SaaS Products)

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. 

What you will do:

• Independently manage pricing projects to make recommendations to the pricing committee
• Work cross functionally with Product Management, Product Marketing, BU GM’s, Competitive Intelligence, and Value Consultants on pricing committee proposals
• Work with VP of pricing on all aspects of Coupa’s monetization strategy for its solutions, leading the company in achieving a “fair share” of the value provided to customers
• Train and enable sales teams with pricing, packaging and deal strategies (including creation of sales tools and insights) to measurably improve sales outcomes
• Project management and change management of pricing related initiatives
• Work with the broader GTM team to help define pricing and packaging strategies for existing and new products, including acquired company solutions
• Gather and distill pricing feedback from Product Marketing, Product Management, Sales, and Customer Success
• Define and analyze sales metrics and come up with hypotheses to optimize pricing
• Assist Deal Desk with the commercial sales process

What you will bring to Coupa:

• 8+ years of work experience, including 4+ in product marketing and pricing roles, preferably in a SaaS company.
• Advanced problem solving and analytical skills, including expertise in Excel
• Exceptional attention to detail and ability to understand and articulate the “big picture.”
• Ability to gather intelligence from data, present findings and decisions, influence executive stakeholders, and execute independently on initiatives
• Ability to work across organizational lines, command respect, and influence without authority
• Ability to independently do analysis and build a presentation to create pricing for new products and price changes for existing products
• Ability to mentor less experienced members of the pricing team
• Proficiency with CPQ and CRM (preferably Salesforce), able to navigate and extract data
• Proficiency with B.I. and Data Warehouse tools
• Bachelor’s degree required, M.B.A. desirable

The estimated pay range for this role is as follows:

•Based in Bay Area, California: $171,275 - 201,500

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

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At Coupa, we celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. 

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

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