Senior Account Director, Enterprise

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 the Senior Account Director to Coupa

As we continue to grow, we are looking for a Senior Account Director to focus on hunting for new enterprise customers. You will be joining a successful, strong and growing enterprise sales team that is focused on delivering value to our enterprise customers. As part of the team, you can expect to work in an agile and inspiring working environment equipped with the best sales support tool available in the market. In addition, you will receive the support of a committed, experienced and highly skilled pre-sales team.

In this role you will be:

• Prospecting, building pipelines and selling Coupa cloud-based spend management solutions
• Engaging with C-level prospects to position Coupa’s strategic value proposition and lead the deal to closure
• Adopting the concept of Business Value Selling within the context of the Challenger Sale model
• Manage and grow a sales pipeline
• Providing proactive, trusted thought leadership
• Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
• Developing and delivering premier Executive Sales proposals to C-level prospects
• Engaging with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
• Documenting daily activity in Salesforce to supervise the performance

What you will bring to Coupa:

• Strong and demonstrable experience of sophisticated direct sales in the software industry selling at ‘C’ Level
• Consistent track record of exceeding sales quota in an enterprise SaaS environment
• Strong executive presence
• Expertise in leading multi-stakeholder sales cycles and closing large 6-figure deals
• A history of proactively hunting new business
• Strong organisational capability and specific experience with enterprise account planning
• Experience selling business value to Finance and Business customers using return on investment and TCO models, rather than challenging on “features & functions”
• Ability to identify strategic client pains and develop outstanding and compelling value propositions that focus on delivering business value to the client
• Compassionate and successful at engaging with all levels in an organisation
• A strong focus on forming relationships and working within a team selling environment
• Business Spend Management domain expertise (ideal) or Enterprise SaaS selling experience
• A desire to work in a fast-paced and hard-working environment
• An enthusiasm for travel (potentially 3 days per week)