Director, Account-Based Marketing - 10588

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

🔹 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. 

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. 

The Impact of a Director, Account-Based Marketing at Coupa:

We’re seeking a Director of Account-Based Marketing (ABM) to elevate how we engage, influence, and convert our top accounts across North America. This role is at the center of our most strategic go-to-market motion—partnering deeply with Sales, Integrated Campaigns, Field Marketing, Product & Solution Marketing, and Marketing Ops to create personalized, multi-channel experiences that resonate with buying groups and drive measurable growth.

• 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.

• 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.

The estimated pay range for this role is $144,925 - $203,500

The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

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Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. 

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