Senior Manager, Field & Account-Based Marketing, EMEA (Customer Growth)

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. 

The Impact of a Senior Manager, Field & Account-Based Marketing to Coupa: 

We are looking for a passionate and results-driven Customer Growth Marketer to join our team. In this role, you will craft and execute innovative strategies to drive upsell and cross-sell opportunities within our customer base. Partnering closely with the sales team, you will lead a comprehensive ABM strategy from initial concept to full execution, with the ultimate goal of building, influencing, and accelerating sales pipeline. This role will require someone who excels in campaign strategy and operational excellence, as you design, implement, and measure impactful marketing initiatives.

The role is highly collaborative and visible. You’ll be working with cross-functional and geographically dispersed teams, liaising with key stakeholders, and other marketing functions to orchestrate multi-channel programs.

This role is ideal for you if you thrive in a fast-paced, collaborative environment and you are highly practical. You are not afraid to take ownership and enjoy working closely with salespeople, partners and customers.

What You’ll Do:

• Revenue Growth Strategies: Collaborate with sales reps and leaders to develop strategies that support quarterly upsell and cross-sell sales pipeline and revenue goals.
• Cross-Functional Collaboration: Work closely with cross-functional teams to define programmatic strategies that engage existing customer accounts to improve account penetration, uncover high intent, and drive expansion opportunities.
• Account-Based Marketing (ABM): Develop compelling ABM programs (1:few, 1:many) that successfully engage target enterprise accounts (revenue $1B+) moving them effectively through the buyer journey.
• Multi-Channel Campaigns: Design and implement a multi-channel strategy to engage and nurture key personas in partnership with Sales, Customer Success, Product, Field and Customer Marketing teams. Understand the marketing operations ecosystem to independently leverage tools available to execute these campaigns for the best results.
• Regional Support: Provide support to sales representatives across the UK, France, Germany, and Sweden, addressing regional differences and adapting to market-specific needs in each country.
• Data-Driven Optimisation: Use data and industry best practices to measure and optimise customer growth initiatives. Use key performance indicators (KPIs) to track success, conduct in-depth analysis, and refine strategies to improve programs for target accounts.
• Event Coordination: Plan and manage customer-focused events, webinars, and networking opportunities to showcase the value of our solutions. Partner with the events and alliances team to ensure success in both customer and industry engagements.




This role will also involve advocating for sales needs, meeting weekly with the sales team to ensure alignment on marketing priorities, and supporting initiatives that put the customer at the centre of our growth efforts.

What you will bring to Coupa:

• First and foremost, a can-do attitude
• Experience in Enterprise B2B marketing in ABM, demand generation, or digital marketing
• Data and metrics-focused, and experience with various MarTech solutions: Salesforce, Marketo, Demandbase / 6sense, Linkedin Campaign Manager, Outreach, Sendoso
• Prior experience developing and implementing 1:few or 1:many ABM programs
• Strategic, self-starter with strong cross-functional project management skills. Capable of navigating ambiguity in a fast-paced environment
• Comfortable forecasting, reporting and managing a budget
• Second language (French or German) would be advantageous but not mandatory
• Travel across Europe expected (approximately 25% of time)

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At Coupa, we celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. 

Please be advised that inquiries or resumes from recruiters will not be accepted.

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