Enterprise Account Director, New Business

2 Months ago • All levels • Account Management • $165,000 PA - $175,000 PA

Job Summary

Job Description

Coupa is seeking an Enterprise Account Director for New Business, focusing on strategic accounts with over $1 billion in revenue. The role involves building relationships with C-level executives (CFOs, CPOs, CIOs), identifying opportunities, and positioning Coupa as a digital transformation partner. Key responsibilities include prospecting, pipeline building, selling Coupa's cloud-based spend management solutions, leading large deals, collaborating with customers and internal teams on vision roadmaps, creating account plans, and providing accurate sales forecasts and reports. The ideal candidate will have a consistent track record of exceeding sales quotas in a SAAS B2B software environment, experience selling to and influencing C-level executives, strong organizational skills for enterprise account planning, and the ability to sell business value using ROI and TCO models.

Must have:

Exceeding sales quota in SAAS B2B software
Selling to and influencing C-level executives
Enterprise account planning
Selling business value using ROI/TCO models
Cross-functional leadership

6 skills required

6 skills required for this role

Add these skills to join the top 1% applicants for this job

saas-business-models

team-management

cross-functional

prospecting

talent-acquisition

market-research

Job Details

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 New Business Enterprise Account Director to Coupa:

As an Enterprise Account Director at Coupa, you will drive new business growth by targeting strategic accounts with $1B+ in revenue. You'll build trusted relationships with senior executives (CFOs, CPOs, CIOs), identify key opportunities, and position Coupa as a digital transformation partner. Your efforts will directly expand Coupa’s market presence and reinforce our leadership in Total Spend Management.

What You'll Do:

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

What You Will Bring to Coupa:

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

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

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

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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.

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