Expand revenue within assigned Coupa accounts by maintaining executive sponsorship, developing account plans and penetration models, identifying and closing cross-sell opportunities, aligning value messaging to economic buyers, and coordinating with CVMs and internal teams.
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.
Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.
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
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.
Please be advised that inquiries or resumes from recruiters will not be accepted.
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