Account Director, Invoice To Pay - 11378

Coupa; Oregon (WI); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Global Wellness Days

Birthday Time-Off

Volunteer Time Off

Employee Assistance Program

Business Travel Protection

Referral Bonus Program

Job summary

Coupa is seeking an Account Director focused on Invoice to Pay (I2P) to drive new logo penetration within strategic midsized accounts and expand existing relationships in the enterprise large market. You will interact with CFOs and senior finance leaders, build compelling business cases, and partner with internal teams to position Coupa as the preferred I2P and Total Spend transformation partner.

You will lead discovery, workshops, and value-based demonstrations, and shape deal strategy to

Qualifications

• Proven success exceeding quota in mid & enterprise level B2B SaaS sales.
• Deep expertise in Invoice-to-Pay, AP Automation, Finance, or FinTech.
• Ability to manage large, distributed territory with both prospects and existing customers.
• Strong executive communication, presentation, and collaboration skills.

Responsibilities

• Prospect, qualify, and close new opportunities within $1B+ revenue accounts with cross-functional teams.
• Engage CFOs, Treasurers, AP Managers, CIOs, and senior finance leaders to position Coupa’s I2P and Total Spend value.
• Lead discovery, executive workshops, and value-based demonstrations.
• Build ROI, TCO, and value realization models for executive decisions.
• Develop and execute account and territory plans to drive pipeline and revenue.
• Partner with sales, solutions consulting, and leadership to advance deals.
• Shape deal strategy, accelerate pipeline velocity, and manage large sales cycles.
• Provide accurate forecasts and insights to sales leadership.

Skills

Enterprise sales

SaaS sales

Invoice-to-Pay

C-level engagement

Strategic account planning

Forecasting

Cross-functional collaboration

Negotiation

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 a Account Director,Invoice to Pay to Coupa:

As an Account Director focused on Invoice to Pay (I2P) products focused at Finance & AP departments, you will drive new logo penetration within strategic midsized market accounts while serving as a trusted advisor to senior finance leaders. You will also focus on current customer expansion sales and growth in the enterprise large market segment. This role blends sales ownership with deep domain expertise, enabling you to accelerate complex deal cycles and close high-value opportunities.

You will engage C-level stakeholders, build compelling business cases, and partner closely with internal teams to position Coupa as the preferred Invoice to Pay and Total Spend transformation partner

What You’ll Do:

• Prospect, qualify, and close new opportunities within $1B+ revenue accounts, while working closely with internal cross-functional teams and account owners
• Engage CFOs, Treasurers, AP Managers, CPOS CIOs, and senior finance leaders to position Coupa’s I2P and Total Spend value, selling products tailored to fit Finance & AP teams
• Lead discovery, executive workshops, and value-based demonstrations tailored to finance practitioners
• Build ROI, TCO, and value realization models to support executive decision-making
• Develop and execute account and territory plans that drive pipeline and revenue growth
• Partner cross-functionally with sales, solutions consulting, and leadership to advance complex deals
• Shape deal strategy, accelerate pipeline velocity, and manage large and complex sales cycles
• Provide accurate forecasts and insights to sales leadership

What You Will Bring to Coupa:

• Proven success exceeding quota in mid & enterprise level B2B SaaS sales
• Deep expertise in Invoice-to-Pay, AP Automation, Finance, or FinTech, and Expense/Travel platforms
• Ability to manage a large and expansive territory of both prospect and current customer accounts, while managing a list and optimizing a time/territory balance
• Capability of working independently with strong creative skills to find new and impactful ways of mapping to accounts
• Demonstrated ability to sell complex, transformational solutions to C-level executives
• Strong enterprise account planning and deal orchestration skills
• Ability to translate finance challenges into compelling business value
• Excellent executive communication, presentation, and collaboration skills

¥9,955,000 - ¥11,281,667 a year

OTE range JPY 19 909 000 - 22 563 667 with a mix of 50/50

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

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive:

Global Well-being Perks (For All Employees Globally)

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together.
• Birthday Time-Off: Celebrate your day!Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about.
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles.

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive:

Global Well-Being Perks (For All Employees Globally)

• Global Wellness Days: Enjoy two designated, company-wide paid wellness daysoffeach year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together.
• BirthdayTime-Off: Celebrate your day!Coupa provides a paid dayoffon yourbirthdayor another day of your choice within yourbirthdaymonth.
• VolunteerTimeOff(VTO): Giving back is in our DNA.We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about.
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business Travel Protection: Travel with peace of mind.Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles.

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

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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