Demand Generation Director - 11940

Columbia United States Sales Ops & Mgmt Mid-Senior Level Remote The Opportunity 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 Demand Generation Director at Coupa: The Demand Generation Director is accountable for the integrated demand strategy and its execution across the Americas. The position owns the regional demand process end to end, including demand planning, sales play and outreach cadence design, pipeline health, and lead-to-deal conversion, and sets the foundation for how demand is generated and progressed in the Americas. The position is the primary point of coordination between Sales, Marketing, Alliances, Advisory Services and Revenue Operations for demand matters in the Americas. It chairs the regional Demand Board, holds the integrated demand plan, and is accountable for the pipeline health and conversion outcomes that result. This is an individual contributor position that operates through influence across the demand ecosystem rather than through direct authority. What You'll Do: 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 stat…

View the full posting and apply