Director, AI Products – Customer Success & Support - 11835

Job Description

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 Director, AI Products – Customer Success & Support at Coupa:

This is an internal AI product management role within Coupa's AI Center of Excellence (AI COE). We are seeking a strategic, operationally disciplined, and business-savvy Director, AI Products to lead our Customer Success and Support AI portfolio. This role owns the transition of our support and success operations into autonomous, proactive workflows, designing a unified, intelligent, and connected operating environment. Acting as the critical AI-focused bridge between the CSO's leadership, AI Platform and AI Engineering teams, IT Portfolio Managers, and IT AI Delivery teams — partnering with AI Solution Architects to define the architecture, scaling strategy, and ongoing operation of our agentic ecosystem — you will ensure our initiatives drive measurable retention, adoption, and efficiency, while maintaining strict adherence to operational governance and trust.

What You'll Do:

1. Product Strategy & Operational Rhythm

• Portfolio Ownership & Outcomes: Own the portfolio's roadmap and investment priorities, and be accountable for the business outcomes they are meant to deliver. Set the standards and operating cadence for how product and delivery teams manage backlogs, risks, and milestones.
• Financial & Business Ownership: Build and defend business cases for the portfolio, including AI tool spend and AI project outcomes (topline or opex efficiency), and provide input to annual operating planning. Be accountable for the value the portfolio realizes after delivery.
• Autonomous Agentic Strategy: Develop and own the holistic Customer Success & Support AI strategy that provides a unified, scalable operating model for global operations, while building the architectural flexibility to adapt workflows for specific regional market nuances, regulatory frameworks, and local support motions.
• CS-to-Tech Bridge: Act as the primary AI intake lead for the Customer Success and Support organization (including Professional Services, Education, and Enablement). Translate complex cross-functional requirements into structured, clear product requirements for AI Platform and AI Engineering teams.
• Use Case Prioritization: Apply a data-driven framework to score and rank agentic use cases by business value—balancing immediate support deflection with long-term customer health and loyalty. Maintain a rolling AI roadmap that sequences agent builds based on the customer journey.
• Backlog & Execution: Own the AI product backlog. Facilitate regular grooming sessions to break down requirements into actionable tasks, ensuring clear dependency management and scope control.
• Operational Cadence: Drive the day-to-day operational rhythm, including risk assessment and cross-functional syncs, and collaborate with the Enterprise PMO on status reporting and program tracking, to ensure the platform meets its delivery milestones.
• AI, Data, & BI Strategy: Partner with department leadership to shape the long-term strategy for customer data governance and success intelligence. Ensure our AI roadmap is directly tied to the broader data strategy of the organization.
• Market & Competitive Intelligence: Track the evolving AI agent landscape and proactively identify industry trends that validate or challenge our strategy, ensuring our suite remains a market-leading customer experience.

2. Workflow Design & Agent Orchestration

• Hands-On Delivery: Build and ship alongside the business. Prototype quickly, take agents from problem to production, operate what you ship, and iterate on real user feedback. You build on the approved platform and tooling, while AI Platform and AI Engineering own platform-level code, hardening, and technical monitoring.
• Process Engineering: Deconstruct multi-step support journeys (e.g., onboarding, troubleshooting, entitlement verification) into structured, logical agent sequences.
• Agentic Orchestration Strategy: Lead the strategic decisions on which model or platform executes each use case, partnering with AI Solution Architects to validate final technical solutions. Partner with stakeholders to evaluate the right technology stack for strategic fit and roadmap alignment—balancing scalability and long-term flexibility alongside performance and cost.
• Adoption Tracking & Monitoring: Establish the "pulse" of our agents. In partnership with AI Platform and AI Engineering teams, build and own the dashboards that track agent performance, resolution accuracy, and system reliability—ensuring early warning signs before a workflow impacts a customer relationship.
• Human-Centric UI & Validation: Lead the design of how agents present insights to CSMs and Support teams. Define the "definition of done" for agents, leading testing cycles to ensure outputs are accurate, compliant, and empathetic before deployment to live customers.

3. Change Management, Governance, & Enablement

• Change Management: Drive the cultural transition from manual support processes to agent-assisted motions. Lead the communication and training strategy to ensure frontline teams trust the agents and adopt them into their daily habits.
• Ecosystem Acceleration: Cultivate a network of "Success Power Users" to act as champions. Empower them to provide continuous feedback, troubleshoot on the front lines, and drive adoption within their regional business units.
• Governance & Trust: Partner with enterprise stakeholders to embed compliance guardrails that protect sensitive data while ensuring agent behaviors remain predictable and brand-aligned.
• Team Leadership: Lead the portfolio through cross-functional partners, champions, and delivery teams, and manage the agents the portfolio deploys. As the portfolio scales, build and lead a team of product and delivery talent.
• Executive Engagement: Present portfolio strategy, progress, and risks to executive leadership and steering committees, and represent the portfolio in cross-functional prioritization.

What Success Looks Like

• CSMs and Support teams use the agents in their daily work and trust the results.
• The portfolio shows realized value in retention, adoption, and efficiency, tied to the business cases behind it.
• Agents that reach customers are accurate, compliant, and empathetic.
• Agent builds follow a roadmap sequenced on the customer journey that Customer Success and Support leadership recognizes as its own.

What You Will Bring to Coupa:

• Experience: 10+ years of product management, strategy, or enterprise program management experience, with a proven track record of shipping software solutions within Customer Success, Support, or Service Cloud ecosystems. You have owned a portfolio end to end, including its roadmap, business case, and outcomes.
• Leadership: Experience leading cross-functional teams and portfolios through influence, with the ability to hire, develop, and lead a team as scope grows.
• SaaS Domain Expertise: Deep functional knowledge of the customer lifecycle, including onboarding flows, ticket orchestration, and enterprise-scale account health modeling.
• AI-Agent Orchestration Mindset: Proven ability to move beyond task-level automation to ecosystem-level transformation. You have deep experience evaluating and orchestrating different agent architectures—deciding when to leverage specific model capabilities versus purpose-built platforms to maximize customer impact. You partner closely with AI Solution Architects to validate final technical architecture decisions.
• Consultative Mindset & High EQ: Demonstrated ability to influence senior leaders (CSO, Support VPs) without direct authority. You are an expert at translating technical AI constraints into plain-English business solutions and use high empathy to manage organizational change.
• Adaptability & Agility: You thrive in high-ambiguity environments where priorities shift rapidly. You possess the agility to pivot product focus based on data or organizational needs without losing momentum, operational rigor, or team focus.
• Strategic AI Fluency: You possess a keen "pulse" on the evolving agentic landscape. You anticipate how new model capabilities and integration patterns impact our roadmap, translating market intelligence into architectural requirements.
• Agent Development & Lifecycle Management: Hands-on experience architecting, building, and scaling AI agents. You are capable of owning the full lifecycle—from rapid prototyping to production-grade deployment—and can autonomously develop and maintain complex agentic workflows.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive:

Global Well-Being Perks (For All Employees Globally)

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

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.

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