🛠 Tech Stack

💼 About This Role

You'll own the Lead-to-Opportunity lifecycle for Coupa's revenue funnel, architecting and driving end-to-end lead capture to opportunity closure. As a player-coach, you'll manage a technical team, ensure pipeline accuracy and system scalability, and deliver a seamless user experience. This high-impact role blends strategic ownership with hands-on Salesforce engineering and team mentorship.

🎯 What You'll Do

• Own the L2O process end-to-end, from lead capture to opportunity closure
• Lead a pod of Salesforce Developers and Business Systems Analysts
• Design and configure Sales Cloud, including Flows and assignment rules
• Manage integrations with Marketo, LeanData, ZoomInfo, and Clari
• Define and track KPIs for quality, velocity, and efficiency

📋 Requirements

• 8–12+ years in GTM systems with focus on Lead-to-Opportunity lifecycle
• 3+ years directly managing technical teams (Developers, BSAs, Admins)
• Advanced hands-on Salesforce Sales Cloud experience
• Proficiency with LeanData, Marketo/6sense, ZoomInfo, and Outreach/Clari

✨ Nice to Have

• Familiarity with Enterprise Territory Management (ETM)
• Experience with analytics tools like Snowflake and Tableau
• Knowledge of AI-driven delivery and productivity tools

🎁 Benefits & Perks

• 🔹 Pioneering Technology at a leading spend management platform
• 🔹 Collaborative Culture driven by transparency and teamwork
• 🔹 Global Impact with measurable results for clients and business

📨 Hiring Process

Estimated timeline: 3-5 weeks · AI estimate

1. 1Recruiter Call· 30 min
2. 2Hiring Manager Interview· 45 min
3. 3Technical Interview· 60 min
4. 4Panel Interview· 60 min
5. 5Offer· 1 week

🚩 Heads Up

• Role mixes hands-on engineering with people management, requiring dual expertise
• Mentions 'player-coach' may indicate overloading
• Broad list of tools and systems could lead to high complexity