Account Director, Enterprise Growth

Summary

Join Coupa as an Enterprise Account Executive, Customer Growth and drive cross-selling revenue by expanding Coupa’s footprint within assigned enterprise accounts. Collaborate with customers and internal teams to identify and pursue strategic cross-sell opportunities. Develop and execute account strategies to position Coupa as a leading Business Spend Management solution. Build and implement an account penetration model to engage key stakeholders. Tailor value messaging for chief economic buyers while partnering with internal teams to enhance Coupa’s presence in accounts. Coupa offers a collaborative culture, pioneering technology, and the opportunity to make a global impact. The role requires 3-5+ years of enterprise software sales experience, ideally in SaaS, with a proven track record of growing existing accounts and managing complex deals. Strong communication, problem-solving, and customer-focused skills are essential.

Requirements

• 3 – 5+ years of enterprise software sales experience, ideally in SaaS, with a strong track record of growing existing accounts and managing complex, multi-stakeholder deals
• Skilled in identifying customer pain points and crafting compelling, value-driven solutions that align with business outcomes
• Strong communication, problem-solving, and customer-focused mindset with keen attention to detail

Responsibilities

• Drive cross-selling revenue and exceed quota by expanding Coupa’s footprint within assigned accounts in a fast-paced, competitive environment
• Collaborate with customers, CVMs, and internal teams to identify and pursue strategic cross-sell opportunities aligned with customer goals
• Develop and execute account strategies that position Coupa as the leading Business Spend Management solution
• Build and implement an account penetration model to engage key stakeholders from multiple angles
• Tailor value messaging for chief economic buyers while partnering with internal teams to enhance Coupa’s presence and influence in accounts

Preferred Qualifications

• Brings creativity and fresh ideas to challenge the status quo with innovative Spend Management solutions, including Coupa Pay and Supply Chain
• Domain knowledge in Spend Management is a plus