Demand Generation Director - 11940

What You'll Do:

Performance Measures

What You Will Bring to Coupa:

Preferred Qualifications:

• Experience in large technology companies, in a multi-segment, multi-region organization with an established partner channel.
• Working knowledge of the platforms that support demand motions, including CRM, sales engagement and cadence management, prospecting and contact data, and intent or account-based marketing platforms.
• Experience integrating partner and advisory motions into demand planning and execution.
• Prior experience in a quota-carrying, sales management or field-facing role.
• The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive: Global Well-Being Perks (For All Employees Globally)
• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together.
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about.
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles.
• Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process. 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. Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.

Responsibilities

• Demand strategy and planning
• Leads the regional demand process, including planning, coordination and analysis, and is accountable for the integrated demand plan for the Americas.
• Develops integrated demand strategies that align marketing, sales and partner activity to regional pipeline and revenue objectives.
• Sets the demand planning calendar and the inputs required from each contributing function, and holds those functions to the agreed plan.
• Determines where demand investment is directed by segment, solution and route to market, and recommends reallocation where performance requires it.
• Demand execution and sales plays
• Designs tactical sales plays and outreach cadences tailored to specific target audiences and aligned to business priorities, in partnership with Sales, Marketing and Sales Enablement.
• Accountable for the execution of the demand plan in the Americas, including sequencing, coverage of priority accounts and segments, and completion against the agreed calendar.
• Partners with the Revenue Systems directors on the platforms and configuration that support demand motions, including prospecting and contact data, sales engagement and cadence management, and submits requirements through the established intake process.
• Accountable for adoption and performance of the sales plays and cadences released into the region, and for revision or retirement of those that do not perform.
• Pipeline health and conversion
• Accountable for a healthy and predictable pipeline of qualified opportunities for the regional sales organization, measured against defined coverage and quality standards.
• Uses data and analytics to track the performance of demand generation initiatives, and identifies the drivers of variance between plan and actual.
• Accountable for lead-to-deal conversion improvement in the Americas, including diagnosis of conversion loss by stage, source and segment, and the remediation plan.
• Tracks performance and progress of demand activity against pipeline health metrics, and reports status on a defined cadence.
• Cross-functional coordination and governance
• Collaborates with Sales, Marketing, Alliances, Advisory Services and other functions to develop a coordinated and integrated demand plan that meets business goals.
• Hosts the regional Demand Board and associated planning activities to track progress and align the demand ecosystem on priorities, commitments and outcomes.
• Escalates to the Leader, Demand Orchestration where cross-functional commitments, resourcing or prioritization cannot be resolved in the Americas.
• Fosters a culture of collaboration, continuous improvement and excellence across the demand ecosystem, and drives improvement of the processes and tools the ecosystem depends upon.
• Market insight and solution knowledge
• Monitors and analyzes market trends, customer behaviors and the competitive landscape, and applies that analysis to demand planning and play design.
• Maintains a working understanding of areas of strength and weakness across the relevant solution portfolio, and reflects that understanding in targeting and messaging priorities.
• Partners with Product Marketing and Competitive Intelligence to keep demand activity current with positioning and competitive changes.
• Insight to leadership
• Provides proactive insight to leadership on demand planning, forecasting and execution, including risks to pipeline coverage and the actions required.
• Represents the regional demand position in planning and review cycles, including quarterly business reviews and annual planning.
• Translates demand performance into the commercial implications leadership requires for decision-making.
• Pipeline coverage and quality against regional targets, by segment and solution.
• Lead-to-opportunity and opportunity-to-close conversion rates against baselines.
• Contribution of demand activity to qualified pipeline and closed revenue in the Americas.
• Delivery of the demand plan against committed scope and calendar.
• Adoption and performance of released sales plays and outreach cadences.
• Demand Board and planning cadence operating as designed, with documented commitments and follow-through.
• Accuracy and timeliness of demand reporting and insight to leadership.
• Bachelor's degree in an analytical discipline such as Finance, Business, Computer Science or Engineering, or equivalent practical experience.
• Ten or more years of experience in business-to-business demand generation, demand management or a closely related go-to-market function.
• Demonstrated track record of developing and implementing successful demand management strategies at scale.
• Strong analytical capability, including the ability to interpret complex data sets and make data-driven decisions.
• Demonstrated experience designing sales plays and outreach cadences, and measuring their performance.
• Demonstrated ability to collaborate effectively with cross-functional teams and to build durable internal relationships, including with senior stakeholders, without direct authority.
• Strong financial and business acumen, and demonstrated problem-solving capability, including the ability to translate process into value-adding business activity.
• Demonstrated ability to manage multiple priorities and operate effectively in a fast-paced, changing environment.
• Demonstrated leadership capability, including the ability to set direction, and to inspire and motivate teams the position does not manage.
• Demonstrated commitment to challenging, improving and innovating at both a personal and an organizational level.