• 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

• Own growth across the full funnel, from traffic and lead generation to demos booked, opportunities created, and revenue generated. • Lead the growth marketing strategy and make high-impact decisions that directly drive company expansion. • Constantly test, iterate, and scale what works. • Comfortable launching new channels, optimizing underperforming programs, and tying every initiative back to measurable business outcomes. • Execute growth strategies, drive leads and revenue, manage paid campaigns, optimize conversion rates, and track performance.

• Build and launch campaigns across Meta, Google, YouTube, TikTok, and other platforms • Manage budgets, bids, audience builds, and creative trafficking • Monitor daily performance and proactively flag issues • Execute structured A/B tests across creative, audiences, and bidding strategies • Prepare weekly and monthly performance reports