Director, Field Marketing

Summary

Join Coupa's dynamic team as a Field Marketing Leader! You will lead and motivate a team, collaborating with sales to achieve revenue goals. Responsibilities include overseeing event strategies, developing ABM programs, and optimizing marketing initiatives. This role requires 7-10+ years in Enterprise B2B marketing and 4-5 years managing teams. Strong project management, communication, and collaboration skills are essential. Coupa offers a collaborative culture, pioneering technology, and the opportunity to make a global impact. Travel is required (approximately 25-30% of time).

Requirements

• First and foremost, can-do attitude
• 7-10+ years in Enterprise B2B marketing
• 4 - 5 year of experience managing and motivating teams to achieve growth targets
• Successful history in developing and executing pipeline-generation and acceleration marketing programs, including, content development, direct mail, virtual and in-person field events, and more
• Strategic and outcome-oriented mindset in the planning and execution of a high-impact marketing plan
• Solid project management and creative problem-solving skills
• Strong team player and collaborator, with a variety of people and teams
• Excellent verbal and written communication skills
• Prior experience in developing and implementing ABM marketing plans in partnership with sales leadership and internal ABM teams
• Experience with various Martech solutions: Salesforce, Marketo, 6Sense, LinkedIn Campaign Manager, Sales Navigator, Sendoso, and Folloze
• Creative, high energy, innovative, proactive, and resourceful
• Self-motivated and resourceful, ability to navigate ambiguity in a fast-paced environment
• Travel required (approximately 25-30% of time)

Responsibilities

• Lead and motivate a team of field marketers, collaborating closely with regional sales teams to achieve quarterly pipeline and revenue goals
• Build strong partnerships with regional sales leaders to understand their challenges and translate them into prioritized, actionable strategies for your team to execute at scale
• Oversee strategy, planning, and execution for hosted events, executive engagements, and summits, to drive attendance, pipeline growth, and closed-won deals
• Develop and implement a sponsored events strategy to maximize trade show ROI through close collaboration with sales and ADR teams, ensuring effective onsite meetings and timely follow-up
• Partner with the ABM team to create compelling 1:1 ABM programs that engage target Enterprise accounts (>$1B revenue), guiding them through the buyer’s journey to drive pipeline and revenue
• Provide timely program updates to key stakeholders, ensuring smooth execution and effective follow-up by Account Representatives
• Leverage data and best practices to analyze and optimize marketing programs and plays for target accounts
• Advocate for sales needs and keep sales teams informed on marketing priorities

Preferred Qualifications

Negotiating skills, a plus

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