Head of Americas Account Development & AI Enablement

Coupa Software Inc.; Austin (TX); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Global Wellness Days

Birthday Time-Off

Volunteer Time Off (VTO)

Employee Assistance Program (EAP)

Travel protection

Job summary

Coupa Software Inc. is seeking a Director, Account Development for the Americas to lead and coach the ADR team across North America and Latin America.

You will own qualified pipeline and drive end-to-end funnel performance, partnering with Growth Marketing and RevOps to optimize sequencing, tooling, and conversion at each stage. The role emphasizes building playbooks, deploying AI-enabled workflows, and shaping regional coverage for strong, data-driven demand generation.

Qualifications

• 8+ years in account development, sales development, or inside sales, including at least 3 years leading a team.
• A track record against pipeline targets in B2B enterprise SaaS, with numbers to support it: team attainment, conversion improvements, ramp time, and rep retention.
• Data fluency. You build the funnel model yourself, know your conversion rates from memory, and can explain what moved and why.
• Comfort with technology and AI. You adopt new tools early, form your own view of what they are worth, and have hands-on experience putting AI agents into a go-to-market workflow.
• Working knowledge of the Marketing and RevOps stack that feeds an ADR team: CRM, marketing automation, sales engagement, intent and account intelligence, conversation intelligence, and data enrichment.
• Process orientation. You have built or rebuilt a top-of-funnel operating system: definitions, SLAs, playbooks, QA, enablement, and a cadence a team can actually run.
• Sales instincts and a hands-on habit. You will take the call, write the email, work the sequence, and lead from inside the work.
• Curiosity. About the market, about buyers’ problems, about why a metric changed, and about what new tooling makes possible that was not possible last quarter.
• Executive credibility. You can engage, and coach reps to engage, CFOs, CPOs, and supply chain leaders at Fortune 1000 and enterprise accounts.
• Excellent written and verbal English. Spanish or Portuguese proficiency is a plus given Latin America coverage.
• Procurement, finance, supply chain, or spend management software experience is a plus.

Responsibilities

• Lead and develop the team. Manage and coach ADRs across North America and Latin America through weekly 1:1s and enablement sessions.
• Own the Americas top-of-funnel number. Carry accountability for qualified pipeline to deliver solid contributions to revenue targets.
• Instrument the funnel end to end. Define, track, and defend conversion at every stage and adjust strategy accordingly.
• Build the playbooks. Create sequences, talk tracks, objection handling, and persona messaging with Growth Marketing.
• Put AI to work inside the team. Design and test AI agents and automation across account research and prioritization.
• Forecast and report with rigor. Run capacity and activity models and weekly/monthly reviews.
• Run structured experiments. Test channels and messaging one variable at a time and scale what the data supports.
• Build a talent engine. Recruit, onboard, and ramp ADR talent toward AE, marketing, and customer roles.

Job description

Coupa Software Inc. is seeking a Director, Account Development for the Americas to lead and coach the ADR team across North America and Latin America.

You will own qualified pipeline and drive end-to-end funnel performance, partnering with Growth Marketing and RevOps to optimize sequencing, tooling, and conversion at each stage. The role emphasizes building playbooks, deploying AI-enabled workflows, and shaping regional coverage for strong, data-driven demand generation.