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