Director, AI Products – GTM & RevOps - 11833

• Los Angeles
• United States
• Finance - Digital Office & Procurement
• Director
• Remote

The Opportunity

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.

What You’ll Do:

Product Strategy & Operational Rhythm

• Autonomous GTM Strategy: Develop and own the holistic GTM AI strategy that provides a unified, scalable operating model for global operations, while building the architectural flexibility to adapt workflows for specific regional market nuances, regulatory frameworks, and local sales motions.

• GTM-to-Tech Bridge: Act as the primary AI intake lead for sales and revenue operations. Translate complex business requirements into clear, structured product requirements for AI Platform and AI Engineering teams.

• Use Case Prioritization: Apply a data-driven framework to score and rank agentic use cases by business value—balancing immediate productivity gains with long-term pipeline impact. Maintain a rolling AI roadmap that sequences agent builds based on sales team needs.

• Backlog & Execution: Own the AI product backlog. Facilitate regular grooming sessions to break down requirements into actionable tasks, ensuring clear dependency management and scope control.

• Operational Cadence: Drive the day-to-day operational rhythm, including risk assessment and cross-functional syncs, and collaborate with the Enterprise PMO on status reporting and program tracking, to ensure the platform meets its delivery milestones.

• AI, Data, & BI Strategy: Partner with department leadership to shape the group’s long-term strategy for AI, data, and analytic needs. Ensure our AI roadmap is directly tied to the broader data strategy of the organization.

• Market & Competitive Intelligence: Track the evolving AI agent landscape and proactively identify industry trends that validate or challenge our strategy, ensuring our GTM AI suite remains a competitive advantage.

Workflow Design & Agent Orchestration

• Process Engineering: Deconstruct multi-system GTM processes into structured, logical agent sequences. Define the “decision space” for each agent—clearly establishing hard boundaries for autonomous actions versus mandatory human handoffs to ensure predictable, consistent execution across all deals.

• Agentic Orchestration Strategy: Lead the strategic decisions on which model or platform executes each use case, partnering with AI Solution Architects to validate final technical solutions. Partner with stakeholders to evaluate the right technology stack for strategic fit and roadmap alignment—balancing scalability and long-term flexibility alongside performance and cost.

• Adoption Tracking & Monitoring: Establish the “pulse” of our agents. Build and own the dashboards that track agent performance, error rates, and system reliability—ensuring you have early warning signs before a workflow impacts sales deals.

• Human-Centric UI & Validation: Lead the design of how agents present insights to sellers—ensuring it fits into their workflow. Define the “definition of done” for agents, leading testing cycles with sales reps to ensure outputs are accurate and reliable before deployment.

Change Management, Governance, & Enablement

• Change Management: Drive the cultural transition from manual entry to agent-led sales motions. Lead the communication and training strategy to ensure sales teams trust the agents and adopt them into their daily habits.

• Ecosystem Acceleration: Cultivate a ne…