Lead growth strategy and execution for Coupa's Supplier Network, focusing on supplier activation and monetization while collaborating with cross-functional teams.
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 Sr Director, Product Management at Coupa:
This role sits at the heart of Coupa’s next phase of growth. You will directly shape how the Supplier Network scales—aligning supplier success, buyer trust, and monetization into a single, durable marketplace strategy that supports Coupa’s long-term platform vision.
Coupa is scaling one of the world’s largest B2B supplier networks, connecting millions of buyers and suppliers globally. We’re hiring a Senior Director of Product Growth to lead growth strategy and execution across our Supplier Network & Marketplace—with direct accountability for supplier activation, engagement, monetization, and network liquidity.
This is a senior, high-impact product leadership role. You will own growth at the system level: defining strategy, shaping the roadmap and partnering deeply with Engineering, Design, Data, Sales, Marketing, and Finance to drive durable revenue and marketplace outcomes.
If you’ve led growth for marketplaces, networks, or enterprise platforms—and know how to scale PLG without eroding trust—this role was built for you.
What You’ll Be Responsible For
- Supplier Network Growth & Strategy
- Own the end-to-end growth strategy for Coupa’s Supplier Network, spanning supplier acquisition, activation, engagement, retention, and monetization across multiple revenue streams.
- Define and scale network and marketplace growth loops that increase buyer demand, supplier participation, and transaction velocity.
- Set clear north star metrics and success frameworks aligned to Coupa’s long-term platform and revenue goals (FY27+).
- Marketplace Monetization
- Lead product strategy for supplier monetization, including subscriptions, premium visibility, marketplace access, sourcing events, APIs, and future growth surfaces.
- Partner with Pricing, Finance, and GTM to evolve monetization models that are scalable, defensible, and aligned with supplier value.
- Ensure monetization strengthens—not compromises—buyer trust and marketplace integrity
- Product-Led Growth at Enterprise Scale
- Drive PLG motions across complex, enterprise procurement workflows.
- Establish disciplined experimentation practices focused on business impact, not vanity metrics.
- Balance short-term wins with long-term platform health and second-order marketplace effects.
- Senior Cross-Functional Leadership
- Lead and grow senior PMs and managers working across growth, marketplace, and supplier experience.
- Serve as a trusted partner to Engineering, Data, Design, Sales, Marketing, and Customer Success.
- Influence executive stakeholders with clear narratives, data-backed decisions, and strong product judgment.
What Success Looks Like
- Within 6–12 months, you will:
- Launch and scale new growth initiatives that materially improve supplier activation, engagement, and monetization.
- Establish Coupa’s Supplier Network growth model as a repeatable, measurable engine.
- Be recognized as a senior product leader who brings clarity, momentum, and results in a complex enterprise environment.
- Help evolve Coupa from feature-led delivery to outcome-driven, growth-oriented execution across the marketplace
What We’re Looking For
- Required Experience
- 10–15+ years of product management experience, with senior leadership ownership of growth, monetization, or marketplace products.
- Proven experience scaling B2B SaaS platforms, networks, or two-sided marketplaces.
- Track record of driving meaningful revenue and adoption outcomes, not just engagement metrics.
- Experience operating effectively in large, matrixed organizations.
- Skills & Leadership Profile
- Strategic systems thinker with strong marketplace intuition.
- Deep comfort using data to guide decisions while staying grounded in user needs.
- Excellent communicator who can align executives, product teams, and GTM partners.
- Builder mindset: comfortable with ambiguity, accountability, and high expectations.
- Nice to Have
- Experience with procurement, payments, fintech, or enterprise platforms.
- Prior ownership of PLG motions in enterprise or networked products
The estimated pay range for this role is $222,000 - $288,000
The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.
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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.
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Top Skills
B2B Saas
Fintech
Marketplace
Payments
Procurement
Product Management
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