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Coupa is a leading total spend management platform powered by AI and informed by trillions of dollars of spend data across a global network of 10M+ buyers and suppliers. The company enables businesses to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
In this Account Director role, you will drive enterprise sales of Coupa's cloud-based spend management solutions. You will prospect and build pipeline, engaging directly with C-level executives to position Coupa's strategic value proposition and close large six-figure-plus deals. You'll collaborate with customers and internal teams to build joint vision roadmaps that outline the value Coupa will deliver, and create actionable account plans to guide strategy and identify new business opportunities. You'll provide accurate forecasts and monthly reports to your sales manager, communicating pipeline health, market trends, and risks that may impact quota attainment.
This is a people-management role within the sales organization, with responsibility for directing enterprise account strategy and leading cross-functional teams including Account Development and Solutions Consulting to deliver successful business outcomes.
REQUIREMENTS:
- Consistent track record of exceeding sales quota in a SaaS B2B software environment
- Proven track record of successfully selling to and influencing C-level executives at the Enterprise level
- Strong organizational capability and experience in enterprise account planning
- Demonstrated ability to sell business value to Finance and Business customers using ROI and TCO models
- Cross-functional leadership skills, working effectively with diverse teams including Account Development and Solutions Consulting teams
