Enterprise Account Director, New Business

Summary

Join Coupa as an Enterprise Account Director and drive new business growth by targeting strategic accounts with $1B+ in revenue. Build trusted relationships with senior executives, identify key opportunities, and position Coupa as a digital transformation partner. Expand Coupa’s market presence and reinforce our leadership in Total Spend Management. Prospect, build pipeline, and sell Coupa's cloud-based spend management solutions. Engage with C-level professionals to lead large six-figure deals to closure. Collaborate with customers and internal teams to build joint vision roadmaps. Create and maintain actionable account plans. Provide accurate forecasts and monthly reports to the sales manager.

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

The estimated pay range for this role is a base range of $165,000 - 175,000 + eligibility for commission with an estimated pay mix of 50/50