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Coupa is seeking a Director of Account Development for the Americas region to lead and scale the top-of-funnel pipeline generation function across North America and Latin America. You will manage a team of six Account Development Representatives (ADRs), own accountability for qualified pipeline creation against regional targets, and drive conversion optimization across every stage of the funnel.
Key responsibilities include:
- Lead and coach six ADRs across North America and Latin America through weekly 1:1s, live call and email reviews, and ongoing enablement.
- Own the Americas top-of-funnel pipeline number and deliver qualified pipeline contributions to closed-won revenue targets.
- Instrument the funnel end-to-end, defining and tracking conversion rates at each stage (lead to accepted, accepted to meeting, meeting to qualified opportunity, opportunity to closed-won) and using those metrics to guide team strategy in partnership with sales leadership.
- Build and refine playbooks including sequences, talk tracks, objection handling, and persona-specific messaging for Total Spend Management and agentic AI, tailored to CFOs, CPOs, CIOs, and supply chain leaders.
- Design and test AI agents and automation across account research, prioritization, personalization, call coaching, and follow-up, then rework team workflows around what performs best.
- Optimize the Marketing and RevOps stack (lead routing, scoring, data quality, sequencing, dashboards, integrations) by partnering with Marketing Ops, Demand Generation, Account-Based Marketing, and RevOps.
- Partner with Growth Marketing and Sales leadership on campaign design, lead handoff, response SLAs, and follow-up standards.
- Run capacity and activity models, monthly conversion reviews, and quarterly capacity plans with clear recommendations on headcount and tooling investment.
- Run structured experiments testing channels, cadences, messaging, and segments, documenting learnings and scaling only what data supports.
- Build a talent engine by recruiting, onboarding, and ramping ADR talent, and creating visible career paths into AE, marketing, and customer roles.
- Tailor coverage strategies for regional differences between North America and Latin America (language, market maturity, buying cycles, campaign motions) while maintaining consistent quality standards.
Coupa's platform uses AI informed by trillions of dollars of spend data across a global network of 10M+ buyers and suppliers to help businesses predict, prescribe, and automate smarter, more profitable business decisions.
Requirements:
- 8+ years in account development, sales development, or inside sales, including at least 3 years leading a team. Experience managing a distributed team across North America and Latin America is strongly preferred.
- Track record against pipeline targets in B2B enterprise SaaS with documented numbers: team attainment, conversion improvements, ramp time, and rep retention.
- Data fluency: ability to build funnel models, know conversion rates from memory, explain metric movements, and proficiency with Salesforce reporting, dashboards, and spreadsheets.
- Comfort with technology and AI: early adoption of new tools, hands-on experience putting AI agents into go-to-market workflows, and ability to form independent views on tool value.
- Working knowledge of the Marketing and RevOps stack: CRM, marketing automation, sales engagement, intent and account intelligence, conversation intelligence, and data enrichment. Ability to identify good configurations and articulate team needs.
- Process orientation: experience building or rebuilding top-of-funnel operating systems including definitions, SLAs, playbooks, QA, enablement, and executable cadences.
- Sales instincts and hands-on approach: willingness to take calls, write emails, work sequences, and lead from within the work.
- Curiosity about market dynamics, buyer problems, metric changes, and emerging tooling capabilities.
- Executive credibility to engage and coach reps in conversations with CFOs, CPOs, and supply chain leaders at Fortune 1000 and enterprise accounts.
- Excellent written and verbal English. Spanish or Portuguese proficiency is a plus given Latin America coverage.
- Procurement, finance, supply chain, or spend management software experience is a plus; appetite to learn the category is required.
- Bachelor's degree or equivalent practical experience.
