Principal Product Manager - GTM & RevOps Agentic AI

The Impact of a Principal Product Manager - GTM & RevOps Agentic AI 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 Senior Product Manager for our GTM and Revenue Operations AI product suite. This role owns the transition of our global sales operations into autonomous workflows, designing a unified, intelligent, and connected operating environment. The ideal candidate will serve as the critical AI-focused bridge between GTM leadership, AI Platform and AI Engineering teams, IT Portfolio Managers, and IT AI Delivery teams - partnering with AI Solution Architects to define the AI architecture. You will define the architecture and scaling strategy for our GTM agentic ecosystem-ensuring our initiatives drive scalable revenue growth and measurable impact, while maintaining strict adherence to operational governance and trust.

What You'll Do:

Product Strategy & Operational Rhythm

• Autonomous GTM Strategy: Develop and own the holistic GTM 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 sales motions.
• GTM-to-Tech Bridge: Act as the primary AI intake lead for sales and revenue operations. Translate complex business requirements into clear, structured 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 productivity gains with long-term pipeline impact. Maintain a rolling AI roadmap that sequences agent builds based on sales team needs.
• 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 group's long-term strategy for AI, data, and analytic needs. 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 GTM AI suite remains a competitive advantage.

Workflow Design & Agent Orchestration

• Process Engineering: Deconstruct multi-system GTM processes into structured, logical agent sequences. Define the "decision space" for each agent-clearly establishing hard boundaries for autonomous actions versus mandatory human handoffs to ensure predictable, consistent execution across all deals.
• 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. Build and own the dashboards that track agent performance, error rates, and system reliability-ensuring you have early warning signs before a workflow impacts sales deals.
• Human-Centric UI & Validation: Lead the design of how agents present insights to sellers-ensuring it fits into their workflow. Define the "definition of done" for agents, leading testing cycles with sales reps to ensure outputs are accurate and reliable before deployment.

Change Management, Governance, & Enablement

• Change Management: Drive the cultural transition from manual entry to agent-led sales motions. Lead the communication and training strategy to ensure sales teams trust the agents and adopt them into their daily habits.
• Ecosystem Acceleration: Cultivate a network of "Sales 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: Embed governance & compliance guardrails that empower reps to move faster while ensuring agent behaviors remain predictable and secure.

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 sales technology, CRM, or revenue operations ecosystems.
• SaaS Domain Expertise: Deep functional knowledge of the GTM lifecycle, including lead-to-opportunity flows, CRM architecture, and the complexities of enterprise-scale sales data 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 GTM impact.
• Consultative Mindset & High EQ: Demonstrated ability to influence senior cross-functional leaders (Sales, RevOps, Legal) without direct authority. You are an expert at translating technical AI constraints into plain-English business solutions and use high empathy to navigate 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.
• 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.
• 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.