Director, Account-Based Marketing

Summary

Join Coupa as a Director of Account-Based Marketing (ABM) to lead the North America ABM strategy, focusing on engaging, influencing, and converting top accounts. Partner with Sales, Integrated Campaigns, Field Marketing, Product & Solution Marketing, and Marketing Ops to create personalized, multi-channel experiences. This role requires over 10 years of B2B marketing experience with deep ABM expertise and proven success in managing multi-tiered ABM programs. You will leverage tools like 6sense, Folloze, Marketo, and Salesforce to drive personalized campaigns and optimize ABM performance. The position demands strong collaboration with Sales leadership and a data-driven approach to achieve measurable growth. Coupa offers a collaborative culture and pioneering technology, providing a chance to make a global impact.

Requirements

• Over 10 years of B2B marketing experience with deep expertise in ABM strategy, execution, and measurement
• Proven success managing multi-tiered ABM programs (1:1, 1:few, 1:many) driving pipeline and revenue growth
• Advanced proficiency with tools like 6sense, Folloze, Marketo, Salesforce, and campaign orchestration platforms
• Strong understanding of enterprise buying journeys and designing programs that engage full buying groups across personas and stages
• Analytical and data-driven, skilled at turning complex data into actionable insights and clear reporting
• Experienced collaborator with Sales leadership and account teams, excelling in project management, communication, and stakeholder alignment with a proactive, growth-focused mindset

Responsibilities

• Lead North America ABM strategy with a tiered approach (1:1, 1:few, 1:many) combining personalized and scalable automation
• Use 6sense intent and engagement data to prioritize accounts, detect buying signals, and align Sales and Marketing focus
• Orchestrate full account journeys by tailoring messaging, content, and channels based on key personas and buying teams
• Drive personalized campaigns leveraging Folloze, Marketo, and Salesforce, addressing unique account needs and funnel stages
• Collaborate cross-functionally and align closely with Sales leadership to set goals and ensure consistent, impactful ABM execution
• Own ABM performance reporting and continuously optimize, while identifying and piloting new tactics and championing best practices

Benefits

• 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
• #LI-Remote