The Impact of an Account Director, Enterprise at Coupa:
There is no doubt that Coupa is one of the world's fastest-growing enterprise cloud companies right now, and we are all very excited about the opportunities to deliver real and measurable value to our customers in the domain of Business Spend Management. As we continue to grow we are looking for an 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.
What You'll Do:
- Prospecting, building pipeline 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
- Forecasting accurately
- Adopting the concept of Business Value Selling within the context of the Challenger Sale model
- 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 pro-actively 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 is 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
Skills Required
- Strong experience in direct sales in the software industry
- Track record of exceeding sales quota in an enterprise SaaS environment
- Experience with enterprise account planning
- Ability to develop compelling value propositions
- Experience selling business value to Finance and Business customers
What the Team is Saying
Coupa Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is described as comprehensive, spanning medical, dental, vision, and mental‑health resources from day one. Plan breadth and wellness support are consistently emphasized.
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Leave & Time Off Breadth — Time off includes flexible or unlimited PTO, paid parental leave, floating holidays, and dedicated volunteer time. Remote‑friendly practices are noted to support taking time away.
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Parental & Family Support — Family‑building and caregiving supports include fertility benefits, generous parental leave, and resources for adoption and elder care. Return‑to‑work assistance and an onsite Mother’s Room are highlighted.
Coupa Insights
What We Do
Coupa is a global technology company that helps businesses run smarter by connecting all the ways they spend money — from procurement and expenses to payments and supply chain decisions — in one intelligent platform. In simple terms, Coupa gives organizations the visibility and control they need to make better financial choices, reduce waste, and drive real impact. It’s where technology meets purpose: helping companies manage their resources more responsibly while creating a positive ripple across their people, partners, and the planet.
Why Work With Us
At Coupa, we prioritize an inclusive and empathetic workplace where every voice is valued. Our teams are proactive and accountable, ensuring we collaborate effectively to achieve our goals. The foundation of our culture rests on our people; we believe in fostering an environment that encourages innovation and curiosity.
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Coupa Offices
Remote Workspace
Employees work remotely.
Our virtual-first approach is intentional. It gives you the freedom to do your best work in a space that supports focus, balance, and creativity, while staying connected to a global team of changemakers who are redefining the future of business spend
