The Account Director, Enterprise is responsible for driving growth within existing customer accounts by identifying cross-sell opportunities and executing account strategies to enhance customer relationships and deliver business value.
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 Account Director, Enterprise at Coupa:
As an Account Director, Enterprise, you play a critical role in driving expansion within our existing customer base. You maintain strong executive sponsorship, develop a deep understanding of each customer’s business priorities, and build comprehensive account strategies that unlock growth opportunities.
Partnering closely with Customer Value Managers (CVMs) and cross-functional teams, you identify, position, and close cross-sell opportunities that deliver measurable value and long-term partnership success.
Your ability to strengthen relationships, anticipate evolving customer needs, and execute strategic account plans directly contributes to Coupa’s revenue growth and market leadership, ensuring we remain a trusted advisor and strategic partner to our clients.
What You’ll Do
- Collaborating with customers, Customer Value Managers (CVMs), and internal teams to identify cross-sell opportunities aligned with customer business objectives
- Developing and executing on an account development strategy to establish Coupa as the leading Total Spend Management platform
- Creating an account penetration model that enables multi-angle access to key stakeholders within the customer organization
- Crafting value messaging targeted towards the chief economic buyer in target accounts, aligning with their specific needs and challenges
- Partnering with supporting functions such as CVMs, Value Solutions Consultants, and Customer Support to enhance Coupa's brand presence in assigned accounts
What You Will Bring to Coupa
- 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
- 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 $127 000 - $144 333 + eligibility for commission
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.
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Top Skills
Coupa Pay
Coupa Supply Chain
SaaS
Spend Management
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