The Role
Drive new-logo penetration and expansion for Coupas Invoice-to-Pay and Total Spend products within mid-market and enterprise accounts. Engage C-level finance leaders, lead discovery and executive workshops, build ROI/TCO models, orchestrate complex deals with cross-functional teams, and provide forecasting and account plans to grow pipeline and revenue.
Summary Generated by Built In
Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
Why join Coupa?
🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.
The Impact of a Account Director,Invoice to Pay to Coupa:
As an Account Director focused on Invoice to Pay (I2P) products focused at Finance & AP departments, you will drive new logo penetration within strategic midsized market accounts while serving as a trusted advisor to senior finance leaders. You will also focus on current customer expansion sales and growth in the enterprise large market segment. This role blends sales ownership with deep domain expertise, enabling you to accelerate complex deal cycles and close high-value opportunities.
You will engage C-level stakeholders, build compelling business cases, and partner closely with internal teams to position Coupa as the preferred Invoice to Pay and Total Spend transformation partnerWhat You'll Do:
- Prospect, qualify, and close new opportunities within $1B+ revenue accounts, while working closely with internal cross-functional teams and account owners
- Engage CFOs, Treasurers, AP Managers, CPOS CIOs, and senior finance leaders to position Coupa’s I2P and Total Spend value, selling products tailored to fit Finance & AP teams
- Lead discovery, executive workshops, and value-based demonstrations tailored to finance practitioners
- Build ROI, TCO, and value realization models to support executive decision-making
- Develop and execute account and territory plans that drive pipeline and revenue growth
- Partner cross-functionally with sales, solutions consulting, and leadership to advance complex deals
- Shape deal strategy, accelerate pipeline velocity, and manage large and complex sales cycles
- Provide accurate forecasts and insights to sales leadership
What You Will Bring to Coupa:
- Proven success exceeding quota in mid & enterprise level B2B SaaS sales
- Deep expertise in Invoice-to-Pay, AP Automation, Finance, or FinTech, and Expense/Travel platforms
- Ability to manage a large and expansive territory of both prospect and current customer accounts, while managing a list and optimizing a time/territory balance
- Capability of working independently with strong creative skills to find new and impactful ways of mapping to accounts
- Demonstrated ability to sell complex, transformational solutions to C-level executives
- Strong enterprise account planning and deal orchestration skills
- Ability to translate finance challenges into compelling business value
- Excellent executive communication, presentation, and collaboration skills
At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being . We offer a comprehensive suite of benefits designed to help you and your family thrive:
Global Well-Being Perks (For All Employees Globally)
- Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
- Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
- Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
- Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
- Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
- Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .
Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.
Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
Skills Required
- Proven success exceeding quota in mid & enterprise level B2B SaaS sales.
- Deep expertise in Invoice-to-Pay, AP Automation, Finance, or FinTech, and Expense/Travel platforms.
- Ability to manage a large and expansive territory of prospect and current customer accounts.
- Ability to work independently and creatively to map and pursue accounts.
- Demonstrated ability to sell complex, transformational solutions to C-level executives.
- Strong enterprise account planning and deal orchestration skills.
- Ability to translate finance challenges into compelling business value (ROI/TCO modeling).
- Excellent executive communication, presentation, and collaboration skills.
What the Team is Saying
Aditya Maheshwari
Sr. Software Engineer, Cloud
Alex Moon
Operations Analyst, Order Management
Jose Miguel Jimenez
Procurement
Jessica Fonseca
Technical Support Specialist
Daniela Aristizábal
Associate Planning & Operations Analyst
Coupa Compensation & Benefits Highlights
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Healthcare Strength — Healthcare is described as comprehensive from day one for employees and dependents, including medical, dental, vision, mental‑health resources, and a no‑cost EAP. Additional options like FSAs and wellness initiatives are also cited.
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Leave & Time Off Breadth — Time off is positioned around Flexible Time Off, floating holidays, and 40 hours of paid Volunteer Time Off, supported by a virtual‑first work model. These programs are highlighted as core elements of work‑life balance.
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Parental & Family Support — Paid parental leave and a digital program for paths to parenthood (including adoption and surrogacy) are explicitly called out. Resources also extend to family medical leave and, in some locations, an onsite Mother’s Room.
Coupa Insights
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The Company
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
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
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
Typical time on-site:
Flexible
Foster City
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Bangalore office
Bogotá, CO
Boston, MA
Chicago, IL
Dubai, Dubai 48800
Hyderabad office
São Paulo, BR
Pune office
Shivaji Nagar, IN
Singapore, SG
Tokyo Office
Uppsala, SE
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