Coupa
Sr Account Director, Enterprise - 11692
US Remote · Director
Sponsorship not specified$150k-$170kDetected 9 days ago
SalesPipeline ManagementForecastingSupply ChainProcurementCollaborationOrganizational Skills
About the role
- Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers.
- Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.
Responsibilities
- Hunt & Close: Prospect, build, and relentlessly drive pipeline to close net-new enterprise accounts.
- Orchestrate the Win: Quarterback cross-functional teams (Solutions Consulting, Value Engineering, Account Development) to execute targeted account plans and deliver winning technical and commercial strategies.
- Sell on Value: Move beyond feature/function selling. You will build and defend rigorous ROI and TCO business cases that compel finance leaders to act.
- Run a Tight Ship: Deliver highly accurate forecasting and predictable pipeline management to sales leadership.
- Own the C-Suite: Build trusted, strategic relationships with CFOs, CPOs, and CSCOs.
- You will build and defend rigorous ROI and TCO business cases that compel finance leaders to act.
- Prospect, build, and relentlessly drive pipeline to close net-new enterprise accounts.
- Quarterback cross-functional teams (Solutions Consulting, Value Engineering, Account Development) to execute targeted account plans and deliver winning technical and commercial strategies.
- 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.
Requirements
- We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
- You must be comfortable challenging their status quo and leading them through complex buying cycles.
- 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.
- Demonstrated ability to influence and negotiate directly with C-level executives.
- Elite organizational skills with a proven methodology for enterprise account planning and execution (e.g., MEDDPICC, Challenger, Command of the Message).
- Enterprise Deal Experience: You have explicitly sold complex, transformational software platforms to $1B+ revenue companies.
Compensation
- 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.
Company info
- 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. 🔹
- We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence. 🔹
- Join a company where your work has a global, measurable impact on our clients, the business, and each other.
- The Impact of a Sr.
Equal opportunity
- Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment.
This listing is sourced directly from Coupa's careers page and normalized into a canonical job model.