Sr. Director, Supplier Lifecycle Management & Monetization- 11921

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.

We are looking for an experienced, data-driven, and hands-on Sr Director, Supplier Lifecycle Management & Monetization (internally known as Sr. Director, Growth Marketing) to build and scale a systematic, analytics-backed growth engine specifically for the Coupa Supplier Network. This is a highly specialized, decentralized growth role dedicated to optimizing our self-serve and product-led supplier journeys. Rather than managing broad brand or corporate-wide demand generation, you will own the end-to-end user funnel within this specific business unit, focusing heavily on user engagement, in-product activation, trial-to-paid conversion, drive to value, and ACV expansion.

Reporting directly to our VP, Revenue Supplier Network, you will lead a dedicated team of growth-focused specialists. Your mission is to establish hypothesis-driven experimentation frameworks, leverage user behavioral data, and collaborate closely with our Product and Unit Sales teams to transform the Supplier Network’s conversion funnel into a highly repeatable, friction-free machine.

Funnel Optimization & Experimentation

• Unit-Specific Funnel Optimization: Build and execute a systematic framework to identify, test, and unblock high-leverage friction points across the end-to-end Supplier Network customer journey.

• Product-Led Growth (PLG) Orchestration: Bridge the gap between product mechanics and targeted engagement by introducing behavior-triggered nurture programs, in-app nudges, dynamic CTAs, and automated, context-specific lifecycle communications.

• Conversion Rate Optimization (CRO): Run continuous A/B testing across pricing pages, trial onboarding sequences, self-serve flows, and targeted multi-channel touchpoints to shorten Time-to-Value (TTV) and maximize conversion.

• Sales & Product Alignment: Partner closely with Supplier Network Sales and Product teams to establish inside-sales/SDR playbooks for assisted trial onboarding, ensuring leads are qualified and routed effectively.

Team Leadership, Guidance & Capability Building

• Direct Management & Coaching: Lead, mentor, and grow a dedicated team of growth specialists, providing clear execution frameworks, strategic direction, and operational accountability.

• Shift to Proactive, Cohort-Led Execution: Guide the team away from ad-hoc tactics and toward highly structured, data-informed, cohort-targeted user journeys.

• Establish Operating Rhythms: Set up robust test-and-learn baselines, campaign planning models, and clear performance tracking systems to measure overall sprint and campaign effectiveness.

Analytics, Attribution & Infrastructure

• Focused Funnel Analytics: Establish clear attribution models to measure unit-specific CAC, Customer Lifetime Value (LTV), trial activation rates, and multi-touch pipeline conversion.

• Tooling & Operations: Leverage and optimize our marketing CRM (e.g., HubSpot) and in-product analytics to build automated journeys based on user behavior and ICP criteria.

Coordination & Contact Governance

• Align with Coupa Brand and regional Growth Marketing teams on messaging, suppression, and cadence so suppliers who are also customers don’t get overlapping communications

• 10+ years of progressive leadership in lifecycle marketing, product growth, and subscription monetization within B2B SaaS, ideally with direct experience in a decentralized, business-unit-specific team structure.

• Proven Track Record in Funnel Building: Demonstrated success taking a business segment from legacy/baseline marketing motions to a modern, data-driven growth engine.

• Empathetic People Leadership: A proven ability to guide, coach, and level-up execution-focused growth specialists.

• Hybrid PLG / SLG Expertise: Deep experience balancing Product-Led Growth mechanics (free trials, self-serve, in-product nudges) with sales-assisted touchpoints to drive conversion.

• Data & Tech Stack Proficiency: Deep knowledge of CRM/Automation tools (HubSpot, Salesforce), product analytics tools (Pendo, etc.), and cohort-based attribution models.

• Experimental Mindset: Comfortable using hypothesis-driven frameworks to test rapidly, fail fast, and scale win-state strategies.

$208,000 - $290,667 a year

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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