Demand Generation Director - 11940

Responsibilities

• 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.
• 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.
• Demand strategy and planning - Develops integrated demand strategies that align marketing, sales and partner activity to regional pipeline and revenue objectives.
• Demand strategy and planning - Sets the demand planning calendar and the inputs required from each contributing function, and holds those functions to the agreed plan.
• 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.
• Demand execution and sales plays - 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.
• Demand execution and sales plays - 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.
• Demand execution and sales plays - 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.

Requirements

• Bachelor's degree in an analytical discipline such as Finance, Business, Computer Science or Engineering, or equivalent practical experience.
• Ten or more years of experience in business-to-business demand generation, demand management or a closely related go-to-market function.
• Demonstrated track record of developing and implementing successful demand management strategies at scale.
• Strong analytical capability, including the ability to interpret complex data sets and make data-driven decisions.
• Demonstrated experience designing sales plays and outreach cadences, and measuring their performance.
• Demonstrated ability to collaborate effectively with cross-functional teams and to build durable internal relationships, including with senior stakeholders, without direct authority.
• Strong financial and business acumen, and demonstrated problem-solving capability, including the ability to translate process into value-adding business activity.
• Demonstrated ability to manage multiple priorities and operate effectively in a fast-paced, changing environment.
• Demonstrated leadership capability, including the ability to set direction, and to inspire and motivate teams the position does not manage.
• Demonstrated commitment to challenging, improving and innovating at both a personal and an organizational level.

Preferred

• Experience in large technology companies, in a multi-segment, multi-region organization with an established partner channel.
• Working knowledge of the platforms that support demand motions, including CRM, sales engagement and cadence management, prospecting and contact data, and intent or account-based marketing platforms.
• Experience integrating partner and advisory motions into demand planning and execution.
• Prior experience in a quota-carrying, sales management or field-facing role.

Benefits

• 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.