Sr. Principal Solution Manager - 11400

The Impact of a Sr Principal Solution Manager  at Coupa:

The Sr Principal Solution Manager, serves as the strategic lead for Coupa’s most critical AI-led transformation engagements. Acting as the bridge between customer business objectives, the Forward Deployed Engineer (FDE), and Coupa’s product roadmap, this role partners closely with C-suite stakeholders to redesign procurement and finance operations from manual, human-led processes into agentic, AI-driven workflows. Focused on business outcomes, the FDBC identifies high-impact opportunities, shapes transformation strategy, and defines the future-state operating model for AI-enabled Business Spend Management.

What You’ll Do

1. Strategic Discovery & Domain Funneling

Lead strategic discovery and AI opportunity mapping across the Coupa platform to identify untapped functionality where AI and Intake Orchestration can solve business friction

Apply logical reasoning to guide customers away from ineffective AI use cases, focusing on high-impact solutions that address underlying business problems

Leverage deep procurement and finance domain expertise to design AI agents aligned to specific personas and operational workflows

Own and sequence customer AI deployment roadmaps, prioritizing AI-ready domains for immediate ROI while planning long-term agentic transformation initiatives

1. Transformation Architecture & Process Engineering

Influence Business Spend Management (BSM) transformation initiatives across procurement, AP, finance, and Source-to-Pay workflows

Define future-state operating models and KPIs focused on measurable business outcomes and operational impact

Apply traditional Source-to-Pay expertise to emerging AI and agentic workflow scenarios to ensure scalable and effective automation design

1. Change Leadership & Adoption (AI COE)

Drive the creation of customer-led AI Centers of Excellence (COE) to support governance, adoption, and long-term AI success

Define human-in-the-loop controls based on compliance, business risk, and policy requirements

Advise customers on workforce evolution, organizational change, and AI adoption strategies across procurement and finance teams

1. Executive Alignment & Product Bridge

Translate AI capabilities, Smart Intake, and Orchestration solutions into measurable business value and ROI for CFOs, CPOs, and executive stakeholders

Act as the voice of the customer internally by partnering with Product Management to identify roadmap gaps and influence future AI capabilities

Build trusted advisor relationships with executive stakeholders, serving as the strategic lead and AI transformation expert throughout customer engagements

What You Will Bring to Coupa

1. The “Must-Haves”

Strong procurement and finance domain expertise with professional fluency across Source-to-Pay (S2P) processes and legacy operational pain points

Deep understanding of the GenAI landscape including LLMs, RAG architectures, and autonomous agents, with the ability to distinguish between practical and theoretical AI applications

Executive presence with the ability to secure C-suite buy-in while partnering with functional leaders to operationalize AI strategies within day-to-day workflows

Experience supporting large-scale, cross-functional enterprise digital transformation initiatives

1. The “Nice-to-Haves”

Experience with the Coupa platform and broader Business Spend Management ecosystem, including implementation exposure across core modules and Compose

Background in Tier-1 consulting environments leading enterprise transformation and large-scale change initiatives

Industry expertise across sectors such as Pharma, Manufacturing, Technology, or other complex enterprise environments

1. Desired “Super Powers”

Ability to recalibrate customer expectations and reconnect AI initiatives back to measurable business value when projects face challenges

Strong commercial and strategic thinking with the ability to pivot toward alternative high-ROI AI use cases to maintain engagement momentum

Proactive approach to leveraging internal and external customer communities to accelerate problem solving and avoid reinventing solutions

Ability to navigate the organizational and emotional aspects of AI transformation, reinforcing iteration and change adoption

Trusted advisor mindset with the ability to define realistic success outcomes and position AI as a high-impact business tool rather than a “magic wand”

Strong discovery and consultative skills, asking the right business and operational questions based on deep understanding of customer personas and workflows