Sr Account Director, Enterprise - 11692 - West Coast Territory

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 a Sr. Account Director, Enterprise at 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.

Candidates must meet all of the following criteria to be considered.

· Proven SaaS Pedigree: A documented, multi-year track record of consistently exceeding quota in B2B Enterprise SaaS sales.

· Enterprise Deal Experience: You have explicitly sold complex, transformational software platforms to $1B+ revenue companies. You know how to navigate 6-12+ month sales cycles and close large six-figure+ deals.

· Domain Expertise: Deep understanding of procurement, supply chain, or finance operations. You speak the language of the CFO and CPO natively.

· Executive Gravitas: Demonstrated ability to influence and negotiate directly with C-level executives.

· A Built-in Network: You bring an active rolodex of industry experts, SI partners, and former C-level customer relationships that you can leverage from day one.

· Strategic Rigor: Elite organizational skills with a proven methodology for enterprise account planning and execution (e.g., MEDDPICC, Challenger, Command of the Message).