Director of AI-Powered Account Development

Lever, Inc.; Austin (TX); On-site; USD 164,000 - 185,000; Full time

Benefits offered by this job

Global Wellness Days

BirthdayTime-Off

VolunteerTimeOff (VTO)

Employee Assistance Program (EAP)

Business Travel Protection

Referral Bonus Program

Job summary

Coupa is seeking a Director, Account Development for the Americas to build and coach a regional ADR team across North America and Latin America. You will drive qualified pipeline and manage end-to-end funnel metrics, collaborating with Growth Marketing and RevOps to optimize lead routing and plays.

The role emphasizes AI-enabled workflows and leadership across regional markets. You will report to Growth leadership and shape go-to-market strategies while ensuring operational rigor in forecasting

Qualifications

• 8+ years in account development or related sales roles, with 3+ years leading a distributed team.
• Track record against pipeline targets in B2B enterprise SaaS, with measurable results.
• Data fluency; able to build funnel models and explain movements.
• Comfort with technology and AI; hands-on with AI in go-to-market workflows.
• Experience with marketing and RevOps stack: CRM, marketing automation, sales engagement, intent data.
• Process orientation with a top-of-funnel operating system.
• Executive credibility to engage CFOs, CPOs, and supply chain leaders.
• Excellent written and verbal English; Spanish or Portuguese is a plus.
• Bachelor’s degree or equivalent.

Responsibilities

• Lead and develop the ADR team across North America and Latin America.
• Own Americas top-of-funnel pipeline and contribute to revenue.
• Instrument the funnel end to end; track conversion at each stage.
• Build playbooks: sequences, talk tracks, objection handling.
• Put AI to work inside the team; design and test AI agents.
• Optimize the Marketing and RevOps stack for account development.
• Partner with Growth Marketing and Sales; align on territory coverage.
• Forecast and report with rigor; run capacity and conversion reviews.
• Run structured experiments; capture learnings and scale.
• Build a talent engine; recruit, onboard, and ramp ADR talent.
• Tailor coverage by region for NA and LATAM.

Skills

Account development

Sales development

Inside sales

Team leadership

English proficiency

Education

Bachelor’s degree or equivalent practical experience

Tools

Salesforce

Dashboards

Spreadsheets

Job description

Coupa is seeking a Director, Account Development for the Americas to build and coach a regional ADR team across North America and Latin America. You will drive qualified pipeline and manage end-to-end funnel metrics, collaborating with Growth Marketing and RevOps to optimize lead routing and plays.

The role emphasizes AI-enabled workflows and leadership across regional markets. You will report to Growth leadership and shape go-to-market strategies while ensuring operational rigor in forecasting