The Director of ABM will lead account-based marketing strategies in North America, collaborate with sales teams, and optimize performance reporting.
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.
What You'll Do:
- 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.
What You Will Bring to Coupa:
- 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.
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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.
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.
Top Skills
6Sense
Folloze
Marketo
Salesforce
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