Senior Account Director, Enterprise

1 Month ago • All levels

Job Summary

Job Description

As an Enterprise Account Director at Coupa, you will drive growth by prospecting, qualifying, and closing opportunities within strategic accounts with revenues over USD 1 billion. You will focus on targeting new prospects and building relationships with key decision-makers. Your contributions will directly impact Coupa's success in expanding market presence and driving revenue growth. You will foster relationships with senior executives to drive new business and solidify Coupa's position. You will also be responsible for prospecting, building pipeline and selling Coupa cloud-based spend management solutions and engaging with C-level professionals to position Coupa’s strategic value proposition. You will need to collaborate with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver.

Must have:

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

10 skills required

10 skills required for this role

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

market-research

innovation

logo-development

prospecting

cross-functional

revenue-growth

saas-business-models

talent-acquisition

organisational-skills

team-management

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 our growth by prospecting, qualifying, pursuing, and closing opportunities within strategic accounts with revenues over USD 1bn. Your focus will be on targeting new logo prospects and building strong relationships with key decision-makers such as CPOs, CFOs, CIOs, and other customer stakeholders and influencers. By developing trusted advisor-level relationships, you will position Coupa as the preferred partner and create new business opportunities in collaboration with our digital transformation partners.

Your contributions as an Enterprise Account Director will directly impact our success in expanding our market presence and driving revenue growth. Through your strategic approach and deep understanding of our customers' needs, you will establish Coupa as the go-to solution for their business challenges. Your ability to foster trusted relationships with senior executives and key stakeholders will drive new business opportunities and solidify Coupa's position as the Total Spend Platform leader. Join us in shaping the future of enterprise accounts and play an instrumental role in driving the growth and success of Coupa on a global scale.

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

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