Account Director – Customer Growth, Enterprise (9698) Full Time

Summary:

• Coupa is a global leader in Business Spend Management (BSM), utilizing community-driven AI and a robust spend management platform to improve the margins of businesses large and small.
• As a Customer Growth Account Director, you will play a pivotal role in driving account expansion within Coupa’s existing customer base.
• Your focus will be on maintaining executive sponsorship, understanding customer needs, and developing strategic account plans.
• This position is key to fostering long-term relationships with clients, collaborating with internal teams such as Customer Value Managers (CVMs), and identifying cross-sell opportunities to further grow assigned accounts.
• Your work will directly contribute to Coupa’s success and market leadership, ensuring the company remains a trusted partner and industry leader in spend management solutions.
• The position offers significant impact and requires a deep understanding of customer business challenges and a commitment to delivering value.

Responsibilities:

• Collaborating with customers, Customer Value Managers (CVMs), and internal teams to identify cross-sell opportunities aligned with customer business objectives.
• Developing and executing an account development strategy to establish Coupa as the leading Total Spend Management platform.
• Creating an account penetration model to enable multi-angle access to key stakeholders within the customer organization.
• Crafting value messaging targeted towards the chief economic buyer in target accounts, aligning with their specific needs and challenges.
• Partnering with supporting functions like CVMs, Value Solutions Consultants, and Customer Support to enhance Coupa’s brand presence in assigned accounts.

Requirements:

• Strong SaaS sales background with a proven track record in developing existing accounts and driving complex multi-stakeholder engagements.
• Domain knowledge in Spend Management (P2P) is preferred, with additional knowledge in Supply Chain being a plus.
• Ability to identify client pains and develop compelling value propositions that deliver business value to clients.
• Over 5-7 years of experience in SAAS B2B sales, especially in the install base space.
• Out-of-the-box thinking, bringing fresh ideas to improve solutions using Coupa’s Spend Management portfolio, including Coupa Pay and Coupa Supply Chain.

Benefits:

• Opportunity to work with cutting-edge technology and solutions in Spend Management.
• Be part of a diverse, collaborative, and innovative workplace with a global impact.
• Equal-opportunity employer committed to a culture of diversity and inclusion.