Director, Account-Based Marketing - 10588

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.

The estimated pay range for this role is $144,925 - $203,500

The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

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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.

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