Sr. Manager, Demand Generation, Coupa Pay

📌 Core Information

🔹 Job Title: Sr. Manager, Demand Generation, Coupa Pay

🔹 Company: Coupa Software, Inc.

🔹 Location: Chicago, Illinois, United States

🔹 Job Type: On-site

🔹 Category: Marketing

🔹 Date Posted: April 9, 2025

🔹 Experience Level: Mid-Senior Level

🔹 Remote Status: On-site

🚀 Job Overview

Key aspects of this role include:

• Driving high-quality lead generation through various channels
• Executing innovative demand generation strategies
• Collaborating with cross-functional teams for successful program execution
• Analyzing data and optimizing programs using a "test-measure-learn" approach

ASSUMPTION: This role requires a strong focus on data-driven decision making and collaboration with various teams to achieve successful demand generation outcomes.

📋 Key Responsibilities

✅ Drive the generation of high-quality leads through various channels, partnering with sales development and marketing operations to ensure sales teams convert leads into qualified pipeline for both new logo acquisition and expanding existing customer footprint within North America

✅ Execute innovative demand generation strategies across a variety of channels including email, webinars or virtual events, content syndication, and other 3rd-party programs

✅ Get hands-on to build, deploy, and measure campaigns directly with minimal ops support in platforms including Marketo, Salesforce, Folloze, Goldcast, and Tableau

✅ Analyze and define opportunities to collaborate with Coupa Pay partners to create compelling and mutually beneficial demand generation programs

✅ Utilize data and analytics tools to measure program effectiveness, track key performance indicators (KPIs), and provide consistent reporting to stakeholders

✅ Implement lead nurturing programs to guide prospects through the sales funnel, ensuring a smooth transition from awareness to consideration to purchase

✅ Understand and analyze customer whitespace to generate demand for Coupa Pay solutions within a set of target install base accounts

✅ Partner with Sales, Product Marketing, Content, and Customer Marketing teams to ensure successful execution of demand gen programs

ASSUMPTION: This role requires a high level of autonomy and the ability to navigate ambiguity in a fast-paced environment, with a focus on driving results through data-driven strategies.

🎯 Required Qualifications

Education: Bachelor's degree in Marketing, Business, or a related field

Experience: 5+ years of B2B enterprise software experience in growth marketing or demand generation, with a strong preference for experience in the B2B payments industry

Required Skills:

• Proven track record in B2B demand generation, with a focus on driving qualified leads and accelerating pipeline velocity
• Data and metrics-focused, with experience in various MarTech solutions: Salesforce, Marketo, Business Intelligence (Tableau preferred), Events/Registration (Goldcast and Folloze), Sales Engagement (Outreach, ZoomInfo, LinkedIn Sales Navigator)
• Excellent organizational skills to juggle many tasks without losing sight of the highest priorities
• Ability and willingness to travel to external events or internal meetings at Coupa offices (expected 25% travel)

Preferred Skills:

• Experience with ABM (Account-Based Marketing) strategies
• Fluency in additional languages

ASSUMPTION: Candidates with experience in B2B payments and ABM strategies may have a competitive advantage for this role.

💰 Compensation & Benefits

Salary Range: $120,000 - $160,000 per year (based on industry standards for a Sr. Manager role in Marketing with 5+ years of experience in Chicago)

Benefits:

• Health, dental, and vision insurance
• 401(k) plan with company match
• Paid time off (vacation, sick, and holidays)
• Employee stock purchase plan
• Professional development opportunities

Working Hours: Full-time, typically 40 hours per week, with some flexibility for remote work

ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's experience and skills.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specifically focused on total spend management and B2B payments

Company Size: 1,001-5,000 employees, which means a mid-to-large-sized organization with opportunities for collaboration and growth

Founded: 2006, with a history of growth and innovation in the spend management software industry

Company Description:

• 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
• Coupa empowers businesses to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins

Company Specialties:

• Procurement, finance, and cloud-based financial applications
• Purchasing, sourcing, invoicing, and cloud computing
• Spend management software and transformation digitale

Company Website: http://www.coupa.com

ASSUMPTION: Coupa's focus on AI-driven total spend management and B2B payments makes it a competitive player in the market, offering opportunities for growth and innovation in the demand generation space.

📊 Role Analysis

Career Level: Mid-Senior Level, indicating a role with significant responsibility and autonomy

Reporting Structure: This role reports to the Director of Marketing, Coupa Pay, and is part of the marketing organization

Work Arrangement: On-site, with an expectation of 25% travel for external events and internal meetings

Growth Opportunities:

• Potential to expand the role's scope and impact as Coupa continues to grow and innovate in the B2B payments space
• Opportunities to collaborate with cross-functional teams and learn from experienced colleagues
• Possibility to take on additional responsibilities or manage a team as the role evolves

ASSUMPTION: This role offers opportunities for growth and development within the marketing organization, with a focus on driving results and making a significant impact on Coupa's success.

🌍 Location & Work Environment

Office Type: On-site, with a preference for candidates located in or willing to relocate to Chicago, Illinois

Office Location(s): 950 Tower Ln, Foster City, California 94404, US (headquarters); Senapati Bapat Road, Pune, Maharashtra 411016, IN; 10615 Professional Circle, Reno, Nevada 89521, US; Eastpoint Business Park, Estuary House - Block P7, Dublin, Dublin Dublin 3, IE; Avenida Cidade Jardim, 400, Sao Paulo, SP 01454-000, BR

Geographic Context:

• Chicago, Illinois, is a major metropolitan area with a diverse economy and a strong business environment
• The city offers a range of cultural, recreational, and educational opportunities
• Coupa's global presence provides opportunities for international collaboration and travel

Work Schedule: Full-time, typically 40 hours per week, with some flexibility for remote work

ASSUMPTION: The on-site work arrangement and Chicago location provide opportunities for collaboration, networking, and growth within the company and the broader business community.

💼 Interview & Application Insights

Typical Process:

• Initial phone or video screen to assess cultural fit and basic qualifications
• In-depth interview with the hiring manager to discuss the role's responsibilities and requirements
• Skills assessment or case study to evaluate the candidate's problem-solving and analytical abilities
• Final interview with key stakeholders to ensure a strong fit with the team and organization

Key Assessment Areas:

• Data-driven decision-making and analytical skills
• Collaboration and communication skills
• Understanding of B2B demand generation strategies and tactics
• Alignment with Coupa's company values and culture

Application Tips:

• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Demonstrate your understanding of Coupa's business and the B2B payments industry in your application materials
• Be prepared to discuss your approach to data-driven demand generation and provide examples of your past successes

ATS Keywords: B2B payments, demand generation, growth marketing, lead generation, campaign execution, data analysis, Salesforce, Marketo, business intelligence, event management, sales engagement, organizational skills, collaboration, customer marketing, agility, self-motivation

ASSUMPTION: Coupa's hiring process is designed to assess candidates' skills, cultural fit, and alignment with the company's mission and values, with a focus on data-driven decision-making and collaboration.

🛠️ Tools & Technologies

• Marketo
• Salesforce
• Tableau
• Goldcast
• Folloze
• Outreach
• ZoomInfo
• LinkedIn Sales Navigator

ASSUMPTION: Familiarity with these tools and technologies is essential for success in this role, as they are used to build, deploy, and measure demand generation campaigns.

👔 Cultural Fit Considerations

Company Values:

• Customer-centric
• Innovative
• Collaborative
• Accountable
• Inclusive

Work Style:

• Data-driven
• Agile and adaptable
• Collaborative and team-oriented
• Results-focused

Self-Assessment Questions:

• Do you have a proven track record of driving qualified leads and accelerating pipeline velocity in a B2B enterprise software environment?
• Are you comfortable working in a fast-paced, dynamic environment with a high degree of autonomy?
• Do you thrive on data-driven decision-making and continuous learning and improvement?

ASSUMPTION: Coupa's company values and work style emphasize data-driven decision-making, collaboration, and a focus on results, making them essential considerations for candidates applying for this role.

⚠️ Potential Challenges

• Navigating a fast-paced, dynamic environment with a high degree of autonomy
• Managing multiple priorities and deadlines while maintaining a strong focus on results
• Collaborating effectively with cross-functional teams to ensure successful program execution
• Adapting to changes in the market and competitive landscape

ASSUMPTION: These challenges are inherent in a role that requires a high degree of autonomy, data-driven decision-making, and collaboration with cross-functional teams.

📈 Similar Roles Comparison

• This role is similar to other demand generation roles in B2B enterprise software, but with a focus on the B2B payments industry and Coupa's unique total spend management platform
• Compared to other demand generation roles, this position may require a higher degree of autonomy and data-driven decision-making
• Career progression in this role may involve expanding the scope of responsibilities, taking on additional team management duties, or moving into a related marketing or business development role

ASSUMPTION: While this role shares similarities with other demand generation positions, its focus on the B2B payments industry and Coupa's unique platform make it a unique opportunity for the right candidate.

📝 Sample Projects

• Developing and executing a targeted email campaign to generate high-quality leads for Coupa Pay
• Collaborating with Coupa Pay partners to create mutually beneficial demand generation programs
• Analyzing customer whitespace to identify opportunities for expanding Coupa Pay's footprint within the install base

ASSUMPTION: These sample projects illustrate the data-driven, collaborative, and results-focused nature of the Sr. Manager, Demand Generation, Coupa Pay role.

❓ Key Questions to Ask During Interview

• How does this role fit into the broader marketing organization and Coupa's overall business strategy?
• What are the key priorities for this role in the first 30, 60, and 90 days?
• How does Coupa support the professional development and growth of its marketing team members?
• What are the most significant challenges facing the demand generation function at Coupa, and how can this role address them?
• How does Coupa's company culture and values translate into the day-to-day work environment for marketing team members?

ASSUMPTION: These interview questions are designed to assess the role's fit with the candidate's skills, experience, and career goals, as well as Coupa's company culture and values.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant experience and skills for this role, with a focus on your data-driven approach to demand generation and your understanding of the B2B payments industry
• Prepare for your interviews by researching Coupa's business, industry trends, and the role's responsibilities and requirements
• Follow up with the hiring manager after your interview to express your interest in the role and reiterate your qualifications

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.