Coupa
Business Spend Management
AccountDirector,Enterprise
“Account Director, Enterprise at Coupa. Skills: Enterprise SaaS selling, Account Planning, Business Value Selling, C-level engagement. 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”
What You'll Achieve.
exceeding sales quota; closing large 6-figure deals; delivering business value to the client; delivering real and measurable value to our customers in the domain of Business Spend Management
Industry & Context.
Ability to identify strategic client pains and develop outstanding and compelling value propositions
What They're Looking For.
Must Have
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, executive presence, Expertise in leading multi-stakeholder sales cycles and closing large 6-figure deals, A history of pro-actively hunting new business 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 focus on forming relationships and working within a team selling environment
Nice to Have
Business Spend Management domain expertise, Enterprise SaaS selling experience
What You'll Do.
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
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
How You'll Work.
Team & Collaboration
Collaborating with customers and internal teams to build joint vision roadmaps; working within a team selling environment
Communication Scope
Engaging with C-level prospects; Providing proactive, trusted thought leadership; Developing and delivering premier Executive Sales proposals
Applying for this Account Director, Enterprise role?
Most applicants get filtered before a human reads their resume. See if yours makes the cut.
How to Apply on Lever
- Lever uses a streamlined one-page form — apply in under 5 minutes.
- LinkedIn import works well; review parsed data before submitting.
- The cover letter field is optional but visible to reviewers — use it to differentiate.
- Referral codes from employees can significantly boost visibility of your application.
ANONYMOUS · UNFILTERED
What do employees actually say about Coupa?
Real rants from real employees. Read before you apply.