Director, AI Products – GTM, RevOps

🕒 October 16

🏄 California – Remote

🏄 California – Remote

💵 $173k - $242.3k / year

⏰ Full Time

🔴 Lead

💹 Revenue Operations

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Coupa Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2006

💼 Consulting

📦 Logistics

🏥 Healthcare

Consulting • Logistics • Healthcare

Coupa Software is a leading provider of business spend management solutions. Their platform focuses on optimizing and transforming direct and indirect spend across procurement, finance, supply chain, and IT. Coupa leverages AI and extensive data insights to drive cost efficiencies, manage supplier relationships, and mitigate risks. With products covering areas such as invoicing, payments, expense management, and supply chain collaboration, Coupa serves a wide range of industries including automotive, healthcare, retail, and more. Their comprehensive community and partner ecosystem enable organizations to unlock hidden savings and improve compliance, promoting growth and resilience in a changing economic climate.

📋 Description

• Develop and own a holistic GTM AI strategy and unified operating model for global operations • Act as the primary AI intake lead for sales and revenue operations • Translate business requirements into product requirements for AI Platform and AI Engineering teams • Prioritize agentic use cases using a data-driven business-value framework • Maintain the AI roadmap and own the AI product backlog • Facilitate backlog grooming, dependency management, and scope control • Drive operational cadence, risk assessment, cross-functional syncs, status reporting, and program tracking • Shape the long-term AI, data, and analytics strategy • Track the AI-agent landscape, industry trends, and competitive intelligence • Deconstruct GTM processes into structured agent sequences and define autonomous-action boundaries and human handoffs • Lead strategic decisions on models, platforms, and technology stacks for use cases • Establish dashboards monitoring agent performance, error rates, and system reliability • Design human-centric agent interfaces and define agent completion criteria • Lead testing cycles with sales representatives to validate accuracy and reliability • Drive change management, communications, training, and sales-team adoption • Cultivate and support regional Sales Power Users • Embed governance, compliance, security, and trust guardrails for agent behavior

🎯 Requirements

• 10+ years of product management, strategy, or enterprise program management experience • Proven track record of shipping software solutions within sales technology, CRM, or revenue operations ecosystems • Deep functional knowledge of the GTM lifecycle, including lead-to-opportunity flows, CRM architecture, and enterprise-scale sales data modeling • Experience evaluating and orchestrating different AI-agent architectures • Ability to influence senior cross-functional leaders without direct authority • Ability to translate technical AI constraints into plain-English business solutions • Experience working in high-ambiguity environments with rapidly shifting priorities • Hands-on experience architecting, building, and scaling AI agents • Ability to own the full AI-agent lifecycle from rapid prototyping to production-grade deployment • Ability to autonomously develop and maintain complex agentic workflows • Fluency in the evolving agentic AI landscape, model capabilities, and integration patterns

🏖️ Benefits

• Two designated company-wide paid wellness days off each year • Paid day off on your birthday or another day of your choice within your birthday month • 40 hours of paid volunteer time off annually • Free, confidential, 24/7/365 Employee Assistance Program counseling and resources • Business travel medical, safety, pre-trip planning, and emergency support through Zurich Travel Assist • Monetary referral bonuses for successful referrals • Location-specific comprehensive medical/dental insurance • Location-specific retirement/pension plans • Location-specific life or accident protection