The Sr. Account Director is responsible for driving account growth, developing strategies for cross-selling, and maintaining executive sponsorship in existing accounts at Coupa.
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 Sr. Account Director, Enterprise at Coupa:
The Sr. Account Director, Enterprise – Customer Growth (AE – 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
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.
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.
Please be advised that inquiries or resumes from recruiters will not be accepted.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
Top Skills
SaaS
Spend Management
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