Account Director, Coupa
Customer Growth
$255-288.3k
OTE
$127-144.3k
BASE
50/50 split
Business spending management platform
Open for applications
Business spending management platform
1001+ employees
Open for applications
$255-288.3k
OTE
$127-144.3k
BASE
50/50 split
1001+ employees
Company mission
To provide a clear idea of business value for clients.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
In 2006, Coupa was created to be a provider of business spending management (BSM) services. Since then, it has grown into its niche with a comprehensive platform that enables companies to gain greater control over their spending, supply networks, chain optimisation, liquidity management and payment solutions.
Coupa has been recognized as a leading brand in third-party risk management (TPRM). Using AI software, its TPRM software takes data from hundreds of sources and generates risk flags across the entire platform, informing the user’s processing decisions.
TPRM integrates into Coupa’s business spending management systems to provide one comprehensive platform, a feat that gives it a definitive edge when it comes to secure management of company funds. Most recently, the company acquired intelligent document processing partner, Rossum, in a move set to strengthen its source-to-pay capabilities and expand AI-powered invoice automation across the wider platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2015
$80m
SERIES G
Mar 2014
$40m
SERIES F
Total funding: $169m
Company HQ
Town Center, Foster City, CA
Leadership
Leagh Turner
(CEO & Board Of Directors)Previously on the Board of Directors at Plan International Canada, was the Co-CEO of Ceridian and was COO at SAP.
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