Sr. Account Director, Customer Growth

Coupa; Boston (MA); On-site; USD 180,000 - 270,000; Full time

Job summary

Coupa is seeking a Senior Account Director, Customer Growth to drive expansion within an existing customer base in New York. You will maintain executive sponsorship, understand customer needs, and develop strategic account plans to grow revenue and adoption of Coupa’s Spend Management platform.

Collaborating with Customer Value Managers and cross‑functional teams, you will identify cross-sell opportunities, craft value messaging for senior buyers, and execute plans to strengthen Coupa’s

Qualifications

• Proven track record in SaaS sales and growing existing accounts.
• Experience leading multi‑stakeholder engagements to close complex deals.
• Ability to craft compelling value propositions for senior buyers.

Responsibilities

• Collaborate with customers, CVMs, and internal teams to identify cross-sell opportunities.
• Develop and execute an account development strategy to position Coupa as the leading spend management platform.
• Create an account penetration model to access key stakeholders across the customer organization.
• Craft value messaging for the chief economic buyer aligned with their needs and challenges.
• Partner with CVMs, Value Solutions Consultants, and Customer Support to enhance Coupa’s brand within accounts.

Skills

SaaS sales

Key account management

Multi-stakeholder engagement

Value proposition

Cross-sell

Job description

Why join Coupa?

We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

• 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.
• We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
• Join a company where your work has a global, measurable impact on our clients, the business, and each other.

The Impact of a Sr Account Director, Customer Growth at Coupa

As a Customer Growth Account Director at Coupa, you will directly and significantly impact our organization by driving account expansion within our existing customer base. Your role is crucial in maintaining executive sponsorship, understanding the unique business needs of our customers, and developing comprehensive account plans and strategies. By fostering strong relationships and working closely with our Customer Value Managers (CVMs) and other customer-facing teams, you will identify, pitch, and close cross-sell opportunities to drive growth within your assigned accounts.

Your contributions will be pivotal in our continued success and market leadership. Through your expertise in account management and deep understanding of our customers’ evolving requirements, you will ensure that Coupa remains a trusted partner and delivers exceptional value to our clients. By effectively expanding our customer accounts, you will contribute to our overall growth trajectory and help solidify our position as a leader in the industry. Join us in shaping the future of customer growth at Coupa and make a lasting impact on our organization’s success.

Responsibilities:

• Collaborating with customers, Customer Value Managers (CVMs), and internal teams to identify cross-sell opportunities aligned with customer business objectives
• Developing and executing on an account development strategy to establish Coupa as the leading Total Spend Management platform
• Creating an account penetration model that enables multi-angle access to key stakeholders within the customer organization
• Crafting value messaging targeted towards the chief economic buyer in target accounts, aligning with their specific needs and challenges.
• Partnering with supporting functions such as CVMs, Value Solutions Consultants, and Customer Support to enhance Coupa’s brand presence in assigned accounts.

Qualifications:

• A strong SaaS sales background with a proven track record of developing existing accounts and driving complex multi‑stakeholder engagements
• Domain knowledge in Spend Management would be a plus
• The ability to identify client pains and develop unique and compelling value propositions that focus on delivering business value to the client
• Out‑of‑the‑box thinking and bringing fresh ideas to replace existing solutions with Coupa’s outstanding Spend Management solutions portfolio, including Coupa Pay and Coupa Supply Chain

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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