Account Director Customer Growth
Job Summary
The Account Director, Customer Growth is responsible for driving account expansion within Coupa's existing customer base. They will maintain executive sponsorship, develop end-to-end account strategies, and identify cross-sell opportunities. The role involves close collaboration with internal teams to deliver business value and achieve sales quotas.
Responsibilities
- Drive and develop cross-selling revenue within assigned accounts.
- Develop and execute account expansion strategies.
- Partner with internal teams to identify and close cross-sell opportunities.
- Align value messaging with key executive stakeholders.
Required Skills
- Enterprise software sales experience (3-5+ years).
- Strong SaaS background with account development track record.
- Domain knowledge in Spend Management.
- Ability to identify client pain points and propose value-driven solutions.
Job Details
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.
What You'll Do:
- 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.
What You Will Bring to Coupa:
- 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.