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Coupa is seeking a Senior Account Director, Enterprise focused on Intake & Orchestration (powered by Tonkean) to drive growth by identifying, developing, and closing strategic enterprise opportunities. You will work with large, complex organizations to transform how employees engage with Procurement, Legal, Finance, IT, and other business functions—creating intuitive intake experiences while orchestrating processes across people, systems, data, and AI.
In this strategic, consultative sales role, you will develop trusted advisor relationships with CPOs, CIOs, CFOs, Chief Legal Officers, transformation leaders, and operations executives. You will lead complex, multi-stakeholder sales cycles from discovery through close, working with senior business and technology leaders to understand their existing processes and technology ecosystems, identify transformation opportunities, and build a compelling vision for orchestration.
Key responsibilities include:
- Building and managing a pipeline of enterprise opportunities for Intake & Orchestration
- Prospecting into strategic enterprise accounts and identifying transformation opportunities
- Engaging C-level executives to understand strategic priorities and position business value
- Leading complex, multi-stakeholder enterprise sales cycles from discovery through negotiation and close
- Translating customer processes, technology ecosystems, and transformation priorities into future-state visions
- Identifying high-value orchestration and automation use cases across Procurement, Legal, Finance, IT, Shared Services, and other functions
- Developing transformation roadmaps demonstrating how orchestration connects systems, automates processes, and improves outcomes
- Building executive-level business cases using ROI, TCO, productivity, and operational-efficiency metrics
- Navigating complex buying groups spanning business leadership, IT, security, enterprise architecture, and transformation teams
- Collaborating with Account Directors, Solutions Consulting, Product, Customer Success, Services, and partners
- Maintaining accurate pipeline management, forecasting, and proactive deal-risk identification
- Serving as a subject-matter expert and advocate for Intake & Orchestration across Coupa
Requirements:
- Consistent track record of meeting or exceeding quota in enterprise B2B SaaS or enterprise software sales
- Proven success closing complex six- and seven-figure enterprise technology transactions
- Demonstrated experience selling complex technology solutions tied to digital transformation, process transformation, workflow automation, orchestration, or enterprise modernization initiatives
- Strong understanding of enterprise orchestration and digital transformation projects, including how organizations redesign processes across people, systems, data, and AI
- Ability to understand complex business processes, identify inefficiencies and transformation opportunities, and translate them into compelling technology and business-value propositions
- Experience selling solutions that span multiple business functions and require alignment between business and IT stakeholders
- Understanding of enterprise technology ecosystems, including systems of record, workflow platforms, integrations, automation, and the role orchestration plays in connecting them
- Experience selling into Procurement, Legal, Finance, IT, Shared Services, Operations, or other enterprise functions
- Demonstrated ability to build trusted relationships and communicate credibly with C-suite executives, transformation leaders, operational stakeholders, and technical teams
- Strong value-selling capabilities with experience developing executive-level business cases, ROI models, and measurable transformation outcomes
- Experience navigating complex enterprise buying committees and consultative sales cycles
- Strong discovery skills and ability to uncover fragmented processes, manual work, poor user experiences, disconnected technology, and opportunities for automation and orchestration
- Working knowledge of AI, intelligent automation, workflow automation, and emerging agentic technologies and how they apply to enterprise business processes
- Strong enterprise account planning, pipeline management, forecasting, and organizational skills
- Ability to lead effectively across cross-functional teams, including Account Directors, Solutions Consulting, Product, Customer Success, Services, and partners
