Senior Account Director, Strategic Accounts

United States /
Sales – Sales /
Mid-Senior Level
/ Remote
Coupa Software (NASDAQ: COUP), a leader in business spend management (BSM), has been certified as a “Great Place to Work” by the  Great Place to Work organization. We deliver “Value as a Service” by helping our customers maximize their spend under management, achieve significant cost savings and drive profitability. Coupa provides a unified, cloud-based spend management platform that connects hundreds of organizations representing the Americas, EMEA, and APAC with millions of suppliers globally. The Coupa platform provides greater visibility into and control over how companies spend money. Customers – small, medium and large – have used the Coupa platform to bring billions of dollars in cumulative spend under management. Learn more at Read more on the  Coupa Blog or follow  @Coupa on Twitter.

Do you want to work for Coupa Software, the world's leading provider of cloud-based spend management solutions? We’re a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth. At Coupa, we’re building a great company that is laser focused on three core values:

1. Ensure Customer Success – Obsessive and unwavering commitment to making customers successful.
2. Focus On Results – Relentless focus on delivering results through innovation and a bias for action.
3. Strive For Excellence – Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

The role of Senior Account Director, Strategic Accounts, is to lead account development and sales efforts to a select group of strategic accounts for Coupa. This account director will be “business outcome” minded and have senior level account development and management skills. They will also have a proven track record of developing high potential accounts from initial engagement through opportunity identification, executive level selling, and closing.


    • Exceed annual sales targets
    • Create and develop Strategic Account Plans for each assigned account, then drive the execution of that plan to success. This critical process provides the basis for account discovery, understanding, and strategy development as well as educating and informing the extended Coupa sales/support groups who will be part of the pursuit teams.
    • Prospecting, building the pipeline and selling Coupa cloud-based spend management solutions to assigned Coupa clients from an Enterprise platform perspective.
    • Engage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closure
    • Adopt the concept of Business Value Selling within the context of the Challenger Sale model
    • Provide proactive, trusted thought leadership to target accounts
    • Co-sell with Alliance Partners as needed
    • Orchestrate internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make
    • Create and execute Field Sales Campaigns to create demand
    • Develop and deliver world-class Executive Sales proposals to C-level prospects
    • Implement our Coupa Sales Best Practices
    • Forecasting accurately (benchmark +/- 10%)
    • Fully maintain all account activity in the company’s CRM system of record (
    • Adopt the concept of Business Value Selling within the context of the Challenger Sale model
    • Align overall value messaging targeted towards the chief economic buyer in target accounts
    • Build out an account penetration model that encourages multi-angle access into key accounts


    • Strong and referenceable direct sales experience and track record in the software industry
    • The eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience and provide direct references in the who can attest to the acclaimed experience
    • Consistent track record of achieving/exceeding sales quota (SaaS) (provide last 5 years sales targets and achievement)
    • Strong executive presence – very comfortable with C-level executives, especially CPO, CIO, and CFO personas.
    • Expertise in managing multi-stakeholder sales cycles and closing large deals (will be asked to provide detailed relevant examples)
    • Ability to prospect within greenfield accounts
    • Organized and specific experience with enterprise account planning
    • Strong proficiency and adsorption of modern sales approaches (Challenger, Value Selling) as well as leverage modern sales technology (LinkedIn, Salesforce, Consensus, Zoom Info, Google Suite..)
    • Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
    • Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering business value to the client
    • Equally successful at engaging with all levels in an organization (bottom up & top down)
    • Assertive, Passionate, Consultative, loves to compete and win
    • Great at building relationships and working within a team-selling environment
    • Excellent oral and written communication skills
    • Experience with selling SaaS solutions
    • Spend management domain expertise desired
    • Must be able to work in a fast-paced and passionate environment
    • Bachelor Degree or equivalent experience required

The estimated pay ranges for this role are as follows:
Based in Colorado: $140,000 + commission
Based in New York: $180,000 + commission
Based in New Jersey: $180,000 + commission
Based in Washington: $180,000 + commission
Based in California: $180,000 + commission

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of today’s dynamic businesses. It’s our people who make it happen, and we strive to attract and retain the best in every discipline.

We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, retirement and savings plans with employer match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunches…And much more!

As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.

Please be advised, inquiries or resumes from recruiters will not be accepted.