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Coupa Software is seeking a Senior Account Director, Enterprise to drive prospecting, pipeline building, and sales of Coupa's supply chain and total spend management solutions. You will engage with C-level prospects, Procurement, IT, and Supply Chain Managers to position Coupa's strategic value proposition and lead deals to closure. This role involves collaborating with colleagues across sales teams on key opportunities, building joint vision roadmaps with customers and internal teams to outline value delivery, and creating actionable account plans to guide strategy and identify new business opportunities. You will provide accurate forecasts and monthly reports to your sales manager, communicating pipeline health, market trends, and risks that may impact quota attainment.
Coupa's platform leverages AI informed by trillions of dollars of spend data across a global network of 10M+ buyers and suppliers, enabling customers to predict, prescribe, and automate smarter business decisions to improve operating margins.
REQUIREMENTS:
- Consistent track record of exceeding sales quota, ideally in a Supply Chain and Direct Spend 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
- Exceptional leadership skills and ability to work effectively with diverse teams across functions and geographies
- Evidence of collaboration with colleagues in complex sales cycles
- Track record in quota achievement
- Familiarity with sales engagement methodologies
