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.   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:  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).

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being . We offer a comprehensive suite of benefits designed to help you and your family thrive:

Global Well-Being Perks (For All Employees Globally)

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

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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