Account Director, Enterprise Growth (Southeast, US ONLY) - 10260

Coupa Software; Atlanta (GA); Remote; USD 80,000 - 120,000; Full time

Job summary

A leading software company is seeking an Account Executive for Customer Growth to expand its enterprise client base. The role involves driving revenue through effective account management and strategic selling within a fast-paced environment. Candidates should have extensive experience in SaaS sales, exceptional communication skills, and a keen understanding of customer needs. This position allows you to play a key role in shaping business relationships and fostering a collaborative company culture.

Qualifications

• 3 – 5+ years of enterprise software sales experience, ideally in SaaS.
• Skilled in identifying and addressing customer pain points.
• Strong track record of growing existing accounts.

Responsibilities

• Drive cross-selling revenue and exceed quota.
• Collaborate with internal teams to pursue strategic opportunities.
• Develop and execute account strategies.

Skills

Communication

Problem-Solving

Customer Focus

Creativity

Job description

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 Enterprise Account Executive, Customer Growth to Coupa:

The Account Executive – Customer Growth (AE – Customer Growth) is responsible for account expansion within Coupa’s existing Enterprise 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 cross-selling revenue and exceed quota by expanding Coupa’s footprint within assigned accounts in a fast-paced, competitive environment.
• Collaborate with customers, CVMs, and internal teams to identify and pursue strategic cross-sell opportunities aligned with customer goals.
• Develop and execute account strategies that position Coupa as the leading Business Spend Management solution.
• Build and implement an account penetration model to engage key stakeholders from multiple angles.
• Tailor value messaging for chief economic buyers while partnering with internal teams to enhance Coupa’s presence and influence in accounts.

What You Will Bring to Coupa:

• 3 – 5+ years of enterprise software sales experience, ideally in SaaS, with a strong track record of growing existing accounts and managing complex, multi-stakeholder deals.
• Skilled in identifying customer pain points and crafting compelling, value-driven solutions that align with business outcomes.
• Strong communication, problem-solving, and customer-focused mindset with keen attention to detail.
• Brings creativity and fresh ideas to challenge the status quo with innovative Spend Management solutions, including Coupa Pay and Supply Chain.
• Domain knowledge in Spend Management is a plus.

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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.

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