Director, AI Products – GTM & RevOps - 11833

The posting

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.

What You'll Do:

• Autonomous GTM Strategy: Develop and own the holistic GTM AI strategy that provides a unified, scalable operating model for global operations, while building the architectural flexibility to adapt workflows for specific regional market nuances, regulatory frameworks, and local sales motions.
• GTM-to-Tech Bridge: Act as the primary AI intake lead for sales and revenue operations. Translate complex business requirements into clear, structured product requirements for AI Platform and AI Engineering teams.
• Use Case Prioritization: Apply a data-driven framework to score and rank agentic use cases by business value—balancing immediate productivity gains with long-term pipeline impact. Maintain a rolling AI roadmap that sequences agent builds based on sales team needs.
• Backlog & Execution: Own the AI product backlog. Facilitate regular grooming sessions to break down requirements into actionable tasks, ensuring clear dependency management and scope control.
• Operational Cadence: Drive the day-to-day operational rhythm, including risk assessment and cross-functional syncs, and collaborate with the Enterprise PMO on status reporting and program tracking, to ensure the platform meets its delivery milestones.
• AI, Data, & BI Strategy: Partner with department leadership to shape the group's long-term strategy for AI, data, and analytic needs. Ensure our AI roadmap is directly tied to the broader data strategy of the organization.
• Market & Competitive Intelligence: Track the evolving AI agent landscape and proactively identify industry trends that validate or challenge our strategy, ensuring our GTM AI suite remains a competitive advantage.
• Process Engineering: Deconstruct multi-system GTM processes into structured, logical agent sequences. Define the "decision space" for each agent—clearly establishing hard boundaries for autonomous actions versus mandatory human handoffs to ensure predictable, consistent execution across all deals.
• Agentic Orchestration Strategy: Lead the strategic decisions on which model or platform executes each use case, partnering with AI Solution Architects to validate final technical solutions. Partner with stakeholders to evaluate the right technology stack for strategic fit and roadmap alignment—balancing scalability and long-term flexibility alongside performance and cost.
• Adoption Tracking & Monitoring: Establish the "pulse" of our agents. Build and own the dashboards that track agent performance, error rates, and system reliability—ensuring you have early warning signs before a workflow impacts sales deals.
• Human-Centric UI & Validation: Lead the design of how agents present insights to sellers—ensuring it fits into their workflow. Define the "definition of done" for agents, leading testing cycles with sales reps to ensure outputs are accurate and reliable before deployment.
• Change Management: Drive the cultural transition from manual entry to agent-led sales motions. Lead the communication and training strategy to ensure sales teams trust the agents and adopt them into their daily habits.
• Ecosystem Acceleration: Cultivate a network of "Sales Power Users" to act as champions. Empower them to provide continuous feedback, troubleshoot on the front lines, and drive adoption within their regional business units.
• Governance & Trust: Embed governance & compliance guardrails that empower reps to move faster while ensuring agent behaviors remain predictable and secure.

What You Will Bring to Coupa:

• Experience: 10+ years of product management, strategy, or enterprise program management experience, with a proven track record of shipping software solutions within sales technology, CRM, or revenue operations ecosystems.
• SaaS Domain Expertise: Deep functional knowledge of the GTM lifecycle, including lead-to-opportunity flows, CRM architecture, and the complexities of enterprise-scale sales data modeling.
• AI-Agent Orchestration Mindset: Proven ability to move beyond task-level automation to ecosystem-level transformation. You have deep experience evaluating and orchestrating different agent architectures—deciding when to leverage specific model capabilities versus purpose-built platforms to maximize GTM impact.
• Consultative Mindset & High EQ: Demonstrated ability to influence senior cross-functional leaders (Sales, RevOps, Legal) without direct authority. You are an expert at translating technical AI constraints into plain-English business solutions and use high empathy to navigate organizational change.
• Adaptability & Agility: You thrive in high-ambiguity environments where priorities shift rapidly. You possess the agility to pivot product focus based on data or organizational needs without losing momentum, operational rigor, or team focus.
• Agent Development & Lifecycle Management: Hands-on experience architecting, building, and scaling AI agents. You are capable of owning the full lifecycle—from rapid prototyping to production-grade deployment—and can autonomously develop and maintain complex agentic workflows.
• Strategic AI Fluency: You possess a keen "pulse" on the evolving agentic landscape. You anticipate how new model capabilities and integration patterns impact our roadmap, translating market intelligence into architectural requirements.

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.

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