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Sr. Director, Field and Account-Based Marketing

2 months ago

Phoenix, United States Coupa Software Full time

Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

Coupa is seeking a Sr. Director, Field and Account-Based Marketing. The ideal candidate should be data-driven and capable of operating at both strategic and tactical levels. This role will report to the VP, Americas Growth Marketing and play a crucial part in leading a team of Field and ABM marketers that align with Coupa's North American sales team. This role is designated as the key strategist and leader, ensuring alignment of marketing initiatives with the business's goals and objectives. You will partner closely with Sales leadership to strategize and lead field marketing and ABM initiatives aimed at driving pipeline and ultimately revenue for Coupa.

What you will do:

    • Collaborate directly with North American sales leaders to understand challenges and opportunities to drive strong alignment of a field marketing and ABM strategy that supports sales pipeline and revenue goals
    • Translate sales objectives (both opportunity and relationship-based) into ABM program objectives and project plans
    • Lead a team to develop compelling ABM programs (1:1, 1:Few) that successfully engage target companies and personas, moving them effectively through the buyers' journey
    • Lead a team to develop and customize targeted regional events and other programs that drive mid-late funnel pipeline acceleration
    • Drive collaboration with other functional leaders within Marketing to ensure alignment across the department and act as the primary voice to represent the needs from Sales
    • Understand the marketing operations ecosystem to coach your team members to leverage tools available to execute multi-channel campaigns
    • Provide coaching and guidance to your team members and remove obstacles where necessary to ensure they can execute their programs effectively
    • Use data and industry best practices to formulate in-depth analysis, insights and interpretation to enable your team to optimize their programs
    • Manage the Field and ABM marketing budget effectively and coach your team members on ensuring they know how to determine goals and ROI for their respective investments
What you will bring to Coupa:
    • 12+ years of proven experience in B2B SaaS demand generation, field marketing, and/or ABM
    • Experience with managing a team with diverse experiences and backgrounds
    • Proven analytical skills, able to assess opportunities and make decisions on the ROI of programs and investments
    • Data-driven mindset with the ability to analyze and interpret marketing metrics
    • Exceptional ability to lead, influence, and work across organizational boundaries, with a strong track record of cross-functional collaboration
    • Ability to operate and excel at strategic as well as tactical levels
    • Excellent communication and facilitation skills, both at the executive level and with peers and cross-functional teams
    • Ability and willingness to travel to external events and/or internal meetings at Coupa offices (expected 25 - 30% travel)
    • Experience with Salesforce and Marketo is required


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At Coupa, we're building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

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