Enterprise Account Director
Job Summary
As an Enterprise Account Director, you will drive growth by prospecting, pursuing, and closing business within strategic accounts. You will focus on building relationships with C-level executives to position Coupa as the preferred spend management solution. This role involves developing account strategies and collaborating with internal teams to deliver significant business value.
Responsibilities
- Prospect, build pipeline, and close cloud-based spend management deals.
- Engage and influence C-level executives for large enterprise opportunities.
- Develop account plans and joint vision roadmaps with clients.
- Manage sales forecasting and provide regular market trend reports.
Required Skills
- Proven track record in SaaS B2B enterprise sales.
- Experience selling to C-level stakeholders (CFO, CIO, CPO).
- Expertise in ROI and TCO value-based selling.
- Strong cross-functional leadership and account planning skills.
Job Details
Responsibilities:
- 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.
Required Qualifications:
- Consistent track record of exceeding sales quota in a SAAS B2B Software environment.
- Proven track record of successfully selling to and influencing C-level executives at the Enterprise level.
- Strong organizational capability and experience in enterprise account planning.
- Demonstrated ability to sell business value to Finance, IT and Business customers using ROI and TCO models.
- Cross-functional leadership skills, working effectively with diverse teams, including Account Development and Solutions Consulting teams to deliver successful business outcomes.