Director, AI Products – GTM & RevOps

Coupa Software

. Develop and own a holistic GTM AI strategy and scalable operating model for global operations .

Posted 10/16/2026full-timeRemote • California • United StatesLead💰 $173,000 - $242,333 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing AI strategies, managing product backlogs, and leading cross-functional teams to drive sales technology initiatives. Proficient in architecting AI solutions and translating complex technical requirements into actionable business strategies.

Highest-signal resume keywords

AI Strategy DevelopmentProduct ManagementSales Technology ExpertiseAI Agent Lifecycle ManagementCross-Functional Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

AI ArchitectureGTM Lifecycle KnowledgeCRM ArchitectureData ModelingAgentic Workflow DevelopmentSoftware Solution DeliveryPerformance Dashboard CreationRisk AssessmentChange ManagementAgile Methodologies

Soft Skills

Influencing Without AuthorityCommunicationAdaptabilityCollaborationFeedback Incorporation

Tools & Technologies

AI PlatformsSales CRM SystemsData Analytics ToolsPerformance Tracking DashboardsProject Management Software

Industry Keywords

Revenue OperationsSales EnablementAI SolutionsCompetitive IntelligenceGovernance and Compliance

About the role

Key responsibilities & impact

Develop and own a holistic GTM AI strategy and scalable 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 an 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 long-term AI, data, and analytics strategy with department leadership
Track AI agent market and competitive intelligence
Deconstruct GTM processes into structured agent sequences and define autonomous-action boundaries
Lead agentic orchestration and technology-stack decisions with AI Solution Architects
Build dashboards tracking agent performance, error rates, and system reliability
Design seller-facing agent insights and lead validation and testing cycles
Drive change management, communications, training, and sales adoption
Cultivate Sales Power Users and incorporate continuous feedback
Embed governance, compliance, security, and trust guardrails

Requirements

What you’ll need

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, 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
Agility 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
Strategic fluency in the evolving AI-agent landscape, model capabilities, and integration patterns

Benefits

Comp & perks

Two designated company-wide paid wellness days off each year
Paid birthday day off
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
Monetary referral bonuses for successful hires
Comprehensive medical/dental insurance
Retirement/pension plans
Life or accident protection