Account Director

Summary

Join Coupa as an Enterprise Account Director and drive significant revenue growth by prospecting, qualifying, and closing opportunities within strategic accounts exceeding USD 1bn in revenue. You will focus on new logo prospects, building relationships with key decision-makers (CPOs, CFOs, CIOs), and positioning Coupa as the preferred partner. Collaborate with digital transformation partners and internal teams to develop joint vision roadmaps and create actionable account plans. Your strategic approach and understanding of customer needs will establish Coupa as the go-to solution. This role directly impacts Coupa's market presence and revenue growth, solidifying its position as a Total Spend Platform leader. Contribute to Coupa's success on a global scale by shaping the future of enterprise accounts.

Requirements

• Consistent track record of exceeding sales quota in a SAAS B2B Software environment
• Proven track record of successfully selling to and influencing C-level executives at the Enterprise level
• Strong organizational capability and experience in enterprise account planning
• Demonstrated ability to sell business value to Finance and Business customers using ROI and TCO models
• Cross-functional leadership skills, working effectively with diverse teams, including Account Development and Solutions Consulting teams to deliver successful business outcomes

Responsibilities

• Prospecting, building pipeline and selling Coupa cloud-based spend management solutions
• Engaging with C-level professionals to position Coupa’s strategic value proposition and lead large six-figure plus deals to closure
• Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
• Creating & maintaining actionable account plans to guide and develop strategies and identify new business opportunities
• Providing accurate forecasts and monthly reports to the sales manager to communicate the health of the sales pipeline, significant market trends, and any potential risks that may impact the ability to hit targets

Benefits

• 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