Senior Director, Enterprise Enablement - 11709

@ Coupa Software, Inc.
Coupa Software, Inc.coupasoftware,inc..com

Senior Director, Enterprise Enablement - 11709

Posted 4 days ago

About the job

Coupa is a SaaS company focused on spend management. The Senior Director leads post-sales enablement, customer education, and partner enablement, driving strategy, team leadership, and measurable impact on customer retention and success.

Requirements

  • Operationalize enablement strategies
  • Manage teams of managers
  • Experience in SaaS or software
  • Data-driven with metrics focus
  • Strong leadership skills

Qualifications

  • 12+ years in enablement or GTM
  • Proven leadership management
  • Experience with learning systems
  • Bachelor's degree, MBA preferred
  • Experience with SaaS companies

Full job description

The Impact of a Senior Director, Enterprise Enablement at Coupa: 

We are seeking a strategic, people-first leader to step into the role of Senior Director, Enterprise Enablement. This role owns the full post-sales enablement portfolio: Customer Education (Coupa University), Partner Enablement, and Post-Sales Enablement for Customer Success, Consulting, and Support You will build and lead a team spanning post-sales and partner enablement, while personally owning the Customer Education function, including Coupa University's free-to-fee education strategy.


What You’ll Do

Customer & Partner Education (Direct Ownership)

  • Drive the customer education strategy, modernization of the learning experience, and roadmap.
  • Own and scale the Coupa University experience: advise on certification tracks, AI driven, digital-first nurture pathways, and self-paced practitioner enablement to drive skills acquisition and product adoption.
  • Partner with the Learning Product organization to map and scale training and certification offerings, and solidify the free-to-fee customer education strategy.
  • Track and report on the link between certification, training consumption and renewal rates, partner success, and customer satisfaction — make this the north-star metric for the function.

    • People Leadership: Post-Sales & Partner Enablement

  • Lead a team responsible for post-sales enablement, ensuring customer success, consultants, and support teams have the value messaging, playbooks, and technical readiness needed across the customer lifecycle.
  • Build and lead partner enablement experiences, leveraging certification paths and joint learning frameworks for key technical roles. Leverage AI to accelerate enablement.
  • Set goals, coach, and develop your team; ensure they deploy the shared content engine rather than building parallel content.

    • Cross-Functional Operating Model

  • Embed into Customer Success, Consulting, Support, and Partner planning rhythms (QBRs, staff meetings, planning cycles) to diagnose enablement demand.
  • Represent post-sales and partner enablement in the quarterly content prioritization council, balancing demand against Content COE capacity.
  • Own release readiness — ensure customer- and partner-facing teams are prepared for product releases.
  • Lead cross-functional change management and communications for major corporate milestones and annual planning transitions affecting the active customer base.
  • Manage operational rigor of key learning tools and systems to support enterprise enablement.

    • Data-Driven Impact

  • Partner with Data and Analytics teams to tie post-sales enablement, certification, and training activity directly to NRR, ARR, Support ticket deflection and renewal outcomes.
  • Report key business metrics each quarter for the function overall — not just completion or activity metrics.

    • What You Will Bring to Coupa

    • 12+ years operationalizing enablement, GTM, or customer education strategy in enterprise software or SaaS, including 5+ years directly managing people managers.
    • Proven experience leading or partnering closely with Customer teams, Customer Success, Consulting, Support, and/or Partner organizations.
    • Track record commercializing training or certification portfolios — packaging, pricing, and positioning offerings that generate measurable pipeline or retention impact.
    • People leadership: demonstrated success managing managers and building team capability, not just individual contributors.
    • Data literate: comfortable defining and tracking metrics that connect enablement activity to renewal and retention outcomes.
    • Executive presence: able to align CCO, Customer Success, Consulting, Support, and Partner leadership around a shared operating model.
    • Strong knowledge of learning operations, learning management systems, learning experience platforms and/or tools and systems for running and operating education offerings.
    • Bachelor's degree required; MBA or advanced degree preferred

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