Job Overview
Job Description
Headquarters: Foster City, CA, United States
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.
The Impact of a Sr Director, Product Management at Coupa:
This role sits at the heart of Coupa’s next phase of growth. You will directly shape how the Supplier Network scales—aligning supplier success, buyer trust, and monetization into a single, durable marketplace strategy that supports Coupa’s long-term platform vision.
Coupa is scaling one of the world’s largest B2B supplier networks, connecting millions of buyers and suppliers globally. We’re hiring a Senior Director of Product Growth to lead growth strategy and execution across our Supplier Network & Marketplace—with direct accountability for supplier activation, engagement, monetization, and network liquidity.
This is a senior, high-impact product leadership role. You will own growth at the system level: defining strategy, shaping the roadmap and partnering deeply with Engineering, Design, Data, Sales, Marketing, and Finance to drive durable revenue and marketplace outcomes.
If you’ve led growth for marketplaces, networks, or enterprise platforms—and know how to scale PLG without eroding trust—this role was built for you.
What You’ll Be Responsible For
- Supplier Network Growth & Strategy
- Own the end-to-end growth strategy for Coupa’s Supplier Network, spanning supplier acquisition, activation, engagement, retention, and monetization across multiple revenue streams.
- Define and scale network and marketplace growth loops that increase buyer demand, supplier participation, and transaction velocity.
- Set clear north star metrics and success frameworks aligned to Coupa’s long-term platform and revenue goals (FY27+).
- Marketplace Monetization
- Lead product strategy for supplier monetization, including subscriptions, premium visibility, marketplace access, sourcing events, APIs, and future growth surfaces.
- Partner with Pricing, Finance, and GTM to evolve monetization models that are scalable, defensible, and aligned with supplier value.
- Ensure monetization strengthens—not compromises—buyer trust and marketplace integrity
- Product-Led Growth at Enterprise Scale
- Drive PLG motions across complex, enterprise procurement workflows.
- Establish disciplined experimentation practices focused on business impact, not vanity metrics.
- Balance short-term wins with long-term platform health and second-order marketplace effects.
- Senior Cross-Functional Leadership
- Lead and grow senior PMs and managers working across growth, marketplace, and supplier experience.
- Serve as a trusted partner to Engineering, Data, Design, Sales, Marketing, and Customer Success.
- Influence executive stakeholders with clear narratives, data-backed decisions, and strong product judgment.
What Success Looks Like
- Within 6–12 months, you will:
- Launch and scale new growth initiatives that materially improve supplier activation, engagement, and monetization.
- Establish Coupa’s Supplier Network growth model as a repeatable, measurable engine.
- Be recognized as a senior product leader who brings clarity, momentum, and results in a complex enterprise environment.
- Help evolve Coupa from feature-led delivery to outcome-driven, growth-oriented execution across the marketplace
What We’re Looking For
- Required Experience
- 10–15+ years of product management experience, with senior leadership ownership of growth, monetization, or marketplace products.
- Proven experience scaling B2B SaaS platforms, networks, or two-sided marketplaces.
- Track record of driving meaningful revenue and adoption outcomes, not just engagement metrics.
- Experience operating effectively in large, matrixed organizations.
- Skills & Leadership Profile
- Strategic systems thinker with strong marketplace intuition.
- Deep comfort using data to guide decisions while staying grounded in user needs.
- Excellent communicator who can align executives, product teams, and GTM partners.
- Builder mindset: comfortable with ambiguity, accountability, and high expectations.
- Nice to Have
- Experience with procurement, payments, fintech, or enterprise platforms.
- Prior ownership of PLG motions in enterprise or networked products
The estimated pay range for this role is $208,000 - $270,000
The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.
#LI-Remote
#LI-TC1
Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
By submitting your application, you acknowledge that you have read
Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
To apply: https://weworkremotely.com/remote-jobs/coupa-software-sr-director-product-management-11051
Expert Career Tips for Coupa Software: Sr. Director, Product Management - 11051 Roles
To succeed in a competitive market as a Coupa Software: Sr. Director, Product Management - 11051, you need more than just technical skills. Here are some expert strategies to elevate your profile:
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Salary & Compensation
Salary not disclosed; typically competitive for the role.
Work Arrangement
Type: On-Site
Standard business hours at the office.
Comprehensive Application Strategy & Hiring Process
Applying for a new role is a marathon, not a sprint. Follow this strategic approach to maximize your success rate:
1. Initial Research & Tailoring
Don't send the same resume to every employer. Spend at least 30 minutes researching the company. Look for recent news, their product roadmap, and their team structure. Modify your summary and core competencies to reflect the specific keywords found in the job description.
2. The Perfect Cover Letter
If the application allows for a cover letter, use it to tell a story that your resume cannot. Explain why you are passionate about this specific company and how your unique background makes you the perfect fit for the challenges they are currently facing.
3. Navigating the Multi-Stage Interview
Most modern hiring processes involve 3-5 stages. This typically includes a recruiter screen, a technical or skill-based assessment, a peer interview, and a final leadership round. Prepare for each stage differently: focus on enthusiasm and fit for the recruiter, technical depth for the assessment, and strategic vision for the leadership round.
4. Post-Interview Follow-Up
Always send a personalized thank-you note within 24 hours of each interview. Reference a specific topic discussed during the call to demonstrate your active listening and genuine interest in the role.
By following these steps, you demonstrate a high level of professionalism and attention to detail that sets you apart from the average applicant.
Typical Interview Process
- Resume screening
- HR call
- Skill interview
- Final manager interview
- Offer
Tip: Research the company's products and culture.
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The demand for skilled professionals is increasingly borderless. For roles based in Global, understanding the local cost of living, visa requirements (if applicable), and cultural nuances is vital. If this is a remote role, consider the time zone alignment and the asynchronous communication culture of the hiring organization.
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Skills & Competency Roadmap for Professional Development
To remain competitive in Professional Development, we recommend focusing on the following core competencies over the next 12-18 months:
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By investing in these areas, you not only prepare yourself for the role you are applying for today but also build a resilient foundation for the opportunities of tomorrow.
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