Account Director, Customer Growth - 11608

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.

🔹 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 an Account Director, Customer Growth at Coupa: 

The Account Director, Customer Growth is responsible for account expansion within Coupa’s existing customer base. They are tasked with maintaining executive sponsorship, understanding business needs, and developing end-to-end account plans and strategies. They work closely with the Customer Value Manager (CVM) and other customer-facing teams to identify, pitch, and close cross-sell opportunities within their assigned accounts.

Drive and develop cross-selling revenue with assigned accounts to meet or exceed quota in a dynamic, fast-growing organization and highly competitive environment

Work with customer, CVMs, and other internal teams to identify cross-sell opportunities that will expand Coupa’s share of wallet and are also in alignment with the customer’s business objectives

Design and execute an account development strategy to position Coupa as the market leader in Business Spend Management

Build out an account penetration model that encourages multi-angle access to key stakeholders 

Align overall value messaging targeted towards the chief economic buyer in target accounts

Partner with supporting functions such as Customer Value managers, Value Solutions Consultants, and Customer Support to strengthen the brand of Coupa in assigned accounts

Minimum [3 years (CORP/MM), 5+ years (Enterprise)] sales experience with enterprise software sales

A strong SaaS sales background with a proven track record of developing existing Accounts and driving complex multi-stakeholder engagements

Domain knowledge in Spend Management would be a plus

The ability to identify client pains and develop unique and compelling value propositions that focus on delivering business value to the client

Excellent communication skills and a problem-solving mindset combined with detail-orientation towards your customers

Out-of-the-box-thinking and bringing fresh ideas to replace existing solutions with Coupa‘s outstanding Spend Management solutions portfolio including Coupa Pay and Coupa Supply Chain