Coupa Software is hiring a
Sr. Director, Field and Account-Based Marketing

Summary

The job is for a Sr. Director, Field and Account-Based Marketing at Coupa, reporting to the VP, Americas Growth Marketing. The role involves collaborating with sales leaders, developing ABM programs, leading a team, executing multi-channel campaigns, managing budget, and having 12+ years of experience in B2B SaaS demand generation, field marketing, and/or ABM.

Requirements

• 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

Responsibilities

• 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