Account Director, Customer Growth - 11608

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.

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The Impact of an Account Director, Customer Growth at Coupa:

The Account Director, Customer Growth is responsible for account expansion within Coupa’s existing customer base. They are tasked with maintaining executive sponsorship, understanding business needs, and developing end-to-end account plans and strategies. They work closely with the Customer Value Manager (CVM) and other customer-facing teams to identify, pitch, and close cross-sell opportunities within their assigned accounts.

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.

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• Drive and develop cross-selling revenue with assigned accounts to meet or exceed quota in a dynamic, fast-growing organization and highly competitive environment

• Work with customer, CVMs, and other internal teams to identify cross-sell opportunities that will expand Coupa’s share of wallet and are also in alignment with the customer’s business objectives

• Design and execute an account development strategy to position Coupa as the market leader in Business Spend Management

• Build out an account penetration model that encourages multi-angle access to key stakeholders

• Align overall value messaging targeted towards the chief economic buyer in target accounts

• Partner with supporting functions such as Customer Value managers, Value Solutions Consultants, and Customer Support to strengthen the brand of Coupa in assigned accounts
• Minimum [3 years (CORP/MM), 5+ years (Enterprise)] sales experience with enterprise software sales

• A strong SaaS sales background with a proven track record of developing existing Accounts and driving complex multi-stakeholder engagements

• Domain knowledge in Spend Management would be a plus

• The ability to identify client pains and develop unique and compelling value propositions that focus on delivering business value to the client

• Excellent communication skills and a problem-solving mindset combined with detail-orientation towards your customers

• Out-of-the-box-thinking and bringing fresh ideas to replace existing solutions with Coupa‘s outstanding Spend Management solutions portfolio including Coupa Pay and Coupa Supply Chain

OTE range $255 000-$288 333 with a mix of 50/50
The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.