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.
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.
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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