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.
What You’ll Do
What You Will Actually Do
· Hunt & Close: Prospect, build, and relentlessly drive pipeline to close net-new enterprise accounts.
· Own the C-Suite: Build trusted, strategic relationships with CFOs, CPOs, and CSCOs. You must be comfortable challenging their status quo and leading them through complex buying cycles.
· 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.
What You Will Bring to Coupa
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).
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