Director of Marketing Operations

Summary

Join Coupa as the Director of Marketing Operations and play a pivotal role in shaping and executing Coupa’s global marketing operations strategy. You will manage the marketing technology stack, oversee technical campaign execution, and establish data workflows to enhance marketing performance. Collaborating with cross-functional teams, you’ll lead a high-performing global team and manage key platforms to optimize and scale marketing initiatives. Your expertise in B2B SaaS, advanced automation, and technical marketing will be essential in driving operational efficiency and supporting Coupa’s growth objectives. Coupa offers a pioneering technology environment, a collaborative culture, and the opportunity to make a global impact. The role involves developing and executing the marketing operations roadmap, managing lead generation, and ensuring data integrity.

Requirements

• 10+ years of experience, including 5+ years in management roles
• Direct experience in the global enterprise software and SaaS industries
• Experience with tools in our tech stack, including Marketo (Marketing Automation), Salesforce (CRM), LeanData (Data Management), and 6sense (ABM), is essential
• Strong leadership presence with a balance of strategic vision and tactical execution
• Demonstrated expertise in change management and organizational transformation
• Highly analytical, strategic, and adept at managing multiple projects and deadlines
• Excellent planning, organizational, and project management skills
• Proven experience designing and implementing innovative marketing technology stacks
• Hands-on experience executing multi-channel marketing campaigns, including email marketing, lead nurturing, and customer engagement
• Advanced knowledge of data management, analytics, and reporting, with a track record of turning insights into measurable growth
• Exceptional communication and problem-solving skills with the ability to build cross-functional relationships in a fast-paced environment

Responsibilities

• Develop and execute the marketing operations roadmap, including evaluating, implementing, and optimizing marketing technology to meet departmental needs
• Own lead management; support marketing and sales revenue goals by maintaining our lead management process, including lead lifecycle, lead scoring, lead routing and sales alerts
• Oversee the integration and optimization of marketing platforms, ensuring seamless alignment with tools such as Salesforce, 6sense, and Marketo
• Track and report on the marketing funnel, analyzing metrics like volume, velocity, conversion rates, and average value across key dimensions (e.g., industry, geo, persona)
• Ensure data integrity by designing and maintaining processes that minimize errors and enhance accuracy. Simplify systems and processes, avoiding unnecessary complexity and over-engineering
• Collaborate with demand generation, ABM, brand, product, and customer marketing teams to design and deploy effective campaigns
• Partner with Sales and Revenue Operations to align strategies and enhance lead quality, routing, and performance metrics
• Train and enable teams on marketing automation tools and best practices
• Ensure data compliance and regularly enhance marketing automation processes for scalability and efficiency
• Manage the marketing budget, ensuring accurate cost tracking and maximizing ROI
• Collaborate with the Data and Analytics team to report on key metrics, such as customer lifetime value and acquisition costs by tactic
• Negotiate vendor contracts to optimize costs and services

Preferred Qualifications

SQL, Tableau dashboarding

Benefits

• Based in Bay Area, California: $173,825 - $204,500
• Based in California: $165,325 - $194,500
• Based in Colorado: $147,900 - $174,000
• Based in New Jersey: $165,325 - $194,500
• Based in New York: $165,325 - $194,500
• Based in Washington: $160,225 - $188,500