Delivery Lead: Salesforce & L2O Domain Architect

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

🔹 Pioneering Technology:
At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.

🔹 Collaborative Culture:
We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.

🔹 Global Impact:
Join a company where your work has a global, measurable impact on our clients, the business, and each other.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

The Impact of a Delivery Lead:
Business Systems at Coupa:

As the Domain Owner for Lead-to-Opportunity (L2O), you are the architect and primary driver of the revenue funnel’s engine. This is a high-impact, "Player-Coach" role responsible for the end-to-end lifecycle—from lead capture and enrichment to opportunity closure. In addition to managing the roadmap and actively designing, configuring, and troubleshooting within Salesforce, you will directly manage and mentor a technical team of Salesforce Developers and Business Systems Analysts (BSAs).

You ensure pipeline accuracy, system scalability, and a seamless user experience while fostering a high-performing, empowered engineering and analysis pod.

1. Domain & Strategic Ownership

• End-to-End Lifecycle Management: Own the full L2O process, including lead capture, enrichment, automated routing, qualification, and opportunity stage management.
• Architectural Evolution: Partner with business leaders and architects to define the target state architecture, ensuring the system evolves ahead of business growth.
• Tech Stack Governance: Act as the gatekeeper against "tool sprawl" and technical debt by maximizing existing platform capabilities before adding new vendors.

2. Team Leadership & People Management (Developers & BSAs)

• Direct Management: Lead, mentor, and develop a dedicated pod of Salesforce Developers and Business Systems Analysts.
• Resource & Capacity Planning: Allocate work efficiently across your team, balancing complex architectural builds with daily operational support and minimizing burnout.
• Technical & Functional Coaching: Elevate the team's capabilities. Guide developers on Apex/LWC best practices and scalable architecture; coach BSAs on translating complex stakeholder asks into airtight, precise user stories and technical requirements.
• Performance & Growth: Conduct regular 1:1s, manage performance reviews, and build clear career progression paths for your direct reports.

3. Hands-On Salesforce Technical Delivery

• Salesforce Engineering: Lead the design and configuration of Sales Cloud (Leads, Campaigns, Opportunities, Accounts, Contacts) alongside your development team.
• Automation: Build and maintain complex Flows, lead assignment rules, queues, and workflows.
• Data Integrity: Oversee Master Data Management (MDM) within the L2O domain to ensure clean, deduplicated, and enriched data.

4. Ecosystem & Integration Management

• Marketing-to-Sales Alignment: Own the integration with Marketing Automation Platforms (Marketo) and manage conversion logic.
• Boundary System Oversight: Manage specialized tools including Lean Data (routing), Zoom Info/D&B (enrichment), Clari (Forecasting), Snowflake/Tableau (analytics layers), and several others in the GTM tech Stack.
• Vendor Accountability: Ensure all third-party tools are delivering measurable ROI and are integrated with high technical standards.

5. Operational Excellence & Delivery

• Service Ownership: Manage the L2O portfolio as a "service." Run bi-weekly reviews to report on system health and project transparency.
• Backlog & Prioritization: Transform vague stakeholder needs into concise technical requirements. Manage the…