Sr. Account Director Enterprise
Job Summary
The Senior Account Director will manage and expand enterprise accounts by selling cloud-based spend management solutions. This role involves engaging with C-level executives to drive strategic value and closing large-scale deals. Success requires strong pipeline management and cross-functional collaboration to deliver measurable business outcomes.
Responsibilities
- Prospect and build sales pipeline
- Engage with C-level stakeholders
- Close large enterprise deals
- Develop strategic account plans
- Provide accurate sales forecasting
Required Skills
- 10+ years enterprise SaaS sales
- BSM/ERP/S2P domain expertise
- Complex deal management
- ROI/TCO business modeling
- Cross-functional leadership
Job Details
What You'll Do:
- Prospecting, building pipeline and selling Coupa cloud-based spend management solutions
- Engaging with C-level professionals to position Coupa's strategic value proposition and lead large six-figure plus deals to closure
- Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
- Creating & maintaining actionable account plans to guide and develop strategies and identify new business opportunities
- Providing accurate forecasts and monthly reports to the sales manager to communicate the health of the sales pipeline, significant market trends, and any potential risks that may impact the ability to hit targets
What You Will Bring:
- Consistent track record of 10+ years of quota-carrying enterprise SaaS sales experience, with a proven track record of selling complex procurement, sourcing, supply chain, or financial technology (BSM, ERP, S2P, or P2P) solutions to Fortune 500 accounts
- Strong organizational capability and experience in enterprise account planning
- Demonstrated ability to sell business value to Finance and Business customers using ROI and TCO models across the Austin, Phoenix and New Mexico region
- Cross-functional leadership skills, working effectively with diverse teams, including Account Development and Solutions Consulting teams to deliver successful business outcomes
- Deep understanding of the Business Spend Management (BSM), e-procurement, or enterprise ERP (e.g., SAP Ariba, Oracle) sales landscape