• Drive paid growth investment strategy & annual planning, owning and managing the paid investment strategy against CAC, bookings, and visit volume goals. • Build rigorous weekly and monthly forecasts and pacing models, developing bottom-up acquisition models in partnership with Business Ops & Finance. • Translate annual growth targets into a forward-looking acquisition roadmap, modeling investment needs, channel expansion, and expected efficiency curves over the next 12–18 months. • Evaluate marginal efficiency and incremental return across the portfolio, allocating a dedicated portion of budget toward structured experimentation and high-impact growth initiatives. • Proactively present clear investment recommendations with explicit assumptions, tradeoffs, and risk mitigation plans. • Oversee and integrate the full paid portfolio (digital + offline), ensuring a unified investment strategy across in-house digital channels and agency-supported offline channels. • Identify, size, and advocate for new acquisition opportunities across new channels and emerging platform surfaces. • Design and operationalize structured testing roadmaps across ads, landing pages, audiences, and creator-driven content. • Elevate measurement & decision-making, synthesizing insights across attribution, incrementality testing, media mix modeling, and platform-level data to inform portfolio investment decisions. • Develop and scale the paid growth team, leading, growing, and developing a high-performing paid team.

• Translate risk analysis into portfolio-level decisions • Be the strategic underwriting voice for your territory • Provide coverage guidance, creative solutions, and market insights • Turn market intelligence into underwriting strategy • Identify growth opportunities others miss • Drive continuous improvement in underwriting processes • Exercise confident judgment on complex and non-standard risks

• Own pipeline generation across all products, building and operating the growth engine that drives practice acquisition. • Use data to find leverage points and make ROI-informed decisions—optimizing paid channels, converting inbound traffic, launching targeted outbound, and scaling expansion programs. • Analyze channel economics and build forecasting models. • Test new creative in Google Ads, partner with RevOps to optimize automation flows, or work with Sales to build outbound sequences. • Leverage AI tools to move faster and full-stack skills to ship without dependencies. • Measure success in pipeline generated, CAC efficiency, and improved conversion rates.

• Build and lead the Coupa Sales team in the Region • Enable the Sales team on the Coupa sales processes and best practices • Deliver weekly Sales updates for the Region and maintain the system of record in Salesforce.com • Develop and deliver world class Executive Sales proposals to C-level prospects • Engage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure • Adopt key sales training and coaching programs to drive Business Value Selling within the context of the Challenger Sale model to help team members close business, where applicable • Develop sales plans for targeted accounts, sub-regions and vertical segments in the region • Align overall value messaging targeted towards the chief economic buyer in target accounts • Build out an account penetration model that encourages multi-angle access into key accounts • Execute Field Sales Campaigns against targeted verticals or competitive take-out targets in the region • Assist in the development of localized content for sales enablement programs for the region • Develop and improve localized competitive positioning and messaging to enable the sales team • Engage in training, certification and on-boarding activities for the regional Field Sales organization • Co-selling with in-country Alliance Partners as needed