Senior Account Director (Enterprise)

Role Overview

Join Coupa as a Senior Account Director (Enterprise), driving growth by pursuing new logo prospects and building strategic relationships with key decision-makers at enterprise accounts (>$1B revenue).

Responsibilities

• Prospect, qualify, pursue, and close opportunities within strategic enterprise accounts (>$1B revenue)
• Build trusted, strategic relationships with CFOs, CPOs, and CSCOs
• Challenge the status quo to create and win new business opportunities
• Partner with digital transformation/SI partners to expand pipeline and close deals
• Provide accurate forecasting and predictable pipeline management to sales leadership

Requirements

• Experience selling complex, transformational enterprise software platforms to $1B+ revenue companies
• Ability to navigate 6–12+ month sales cycles and close large six-figure+ deals
• Proven enterprise sales methodology (e.g., MEDDPICC, Challenger, Command of the Message) and strong account planning
• Multi-year SaaS enterprise track record of exceeding quota
• Deep domain expertise in procurement, supply chain, or finance operations; comfort speaking with CFO/CPO stakeholders
• Demonstrated C-level influence and negotiation skills
• Active network of relevant contacts, including industry experts, SI partners, and former C-level customer relationships

Nice-to-haves

• Built relationships with digital transformation partners that can be leveraged from day one