Sr Account Director, Enterprise - Intake & Orchesration

OpenKrill; United States; Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Global Wellness Days

Birthday Time-Off

Volunteer Time Off

Employee Assistance Program

Job summary

Coupa is seeking a Senior Account Director, Enterprise – Intake & Orchestration to drive strategic opportunities with large organizations. You will lead complex sales cycles, engage senior leaders, and articulate business value across procurement, legal, finance, IT, and other functions.

This role focuses on orchestration of processes, data, and AI to deliver measurable outcomes. You will partner with account directors, solutions consulting, product, and services to create compelling ROI-driven

Qualifications

• Proven track record meeting or exceeding quota in enterprise B2B SaaS or enterprise software sales.
• Experience closing complex six- and seven-figure enterprise technology transactions.
• Experience selling solutions across procurement, legal, finance, IT, and other functions.
• Strong ability to build executive-level business cases with ROI and TCO metrics.
• Credible communication with C-suite and transformation leaders.
• Knowledge of AI, automation, and workflow orchestration in enterprise settings.

Responsibilities

• Build, develop, and manage a pipeline of enterprise opportunities for intake and orchestration.
• Engage C-level executives to understand priorities and position business value.
• Lead complex enterprise sales cycles from discovery to close.
• Translate processes and ecosystems into a compelling future-state vision.
• Identify high-value use cases across procurement, legal, finance, IT, and more.
• Collaborate with partners to develop tailored demonstrations and opportunities.

Skills

Enterprise SaaS sales

C-suite engagement

ROI modelling

Digital transformation

Orchestration focus

Cross-functional leadership

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 Sr Account Director, Enterprise - Intake & Orchestration at Coupa:

As a Senior Account Executive, Enterprise focused on Coupa Intake & Orchestration, powered by Tonkean, you will drive growth by identifying, developing, and closing strategic enterprise opportunities for Coupa's intake and orchestration solution. You will work with large, complex organizations to transform how employees engage with Procurement, Legal, Finance, IT, and other business functions-creating intuitive intake experiences while orchestrating processes across people, systems, data, and AI. This is a strategic, consultative sale. You will work with senior business and technology leaders to understand their existing processes and technology ecosystems, identify opportunities for transformation, and build a compelling vision for how orchestration can simplify experiences, automate work, connect existing technology investments, and improve business outcomes. You will develop trusted advisor relationships with CPOs, CIOs, CFOs, Chief Legal Officers, transformation leaders, operations executives, and other key stakeholders. Working closely with Coupa Account Directors, Solutions Consulting, Product, Customer Success, Services, and partners, you will lead complex sales cycles and position Intake & Orchestration as a strategic component of the enterprise technology landscape.

What You'll Do:

• Build, develop, and manage a pipeline of enterprise opportunities for Coupa Intake & Orchestration.
• Prospect into strategic enterprise accounts and identify opportunities to transform intake, workflow, and cross-functional business processes.
• Engage C-level executives and senior functional leaders to understand strategic priorities and position the business value of intake and orchestration.
• Lead complex, multi-stakeholder enterprise sales cycles from discovery and solution development through business case, negotiation, and close.
• Understand customers’ existing processes, technology ecosystems, and transformation priorities and translate them into a compelling future-state vision.
• Identify high-value orchestration and automation use cases across Procurement, Legal, Finance, IT, Shared Services, and other enterprise functions.
• Help customers develop transformation roadmaps demonstrating how orchestration can connect systems, automate processes, improve employee experiences, and accelerate business outcomes.
• Build executive-level business cases using ROI, TCO, productivity, adoption, cycle-time, and operational-efficiency metrics.
• Navigate complex buying groups spanning business leadership, IT, security, enterprise architecture, procurement, operations, and transformation teams.
• Collaborate closely with Coupa Account Directors to identify Intake & Orchestration opportunities within strategic accounts and develop coordinated account strategies.
• Partner with Solutions Consulting to lead effective discovery and develop tailored demonstrations based on customer processes, pain points, and transformation objectives.
• Collaborate with consulting, implementation, and digital transformation partners to develop and execute strategic opportunities.
• Develop and maintain actionable account and opportunity plans, including stakeholder maps, competitive positioning, transformation drivers, and clear paths to close.
• Maintain accurate pipeline management and forecasting while proactively identifying deal risks and opportunities.
• Serve as a subject-matter expert and advocate for Intake & Orchestration across the broader Coupa organization.

What You Will Bring to Coupa:

• Consistent track record of meeting or exceeding quota in enterprise B2B SaaS or enterprise software sales.
• Proven success closing complex six- and seven-figure enterprise technology transactions.
• Demonstrated experience selling complex technology solutions tied to digital transformation, process transformation, workflow automation, orchestration, or enterprise modernization initiatives.
• Strong understanding of enterprise orchestration and digital transformation projects, including how organizations redesign processes across people, systems, data, and AI.
• Ability to understand complex business processes, identify inefficiencies and transformation opportunities, and translate them into compelling technology and business-value propositions.
• Experience selling solutions that span multiple business functions and require alignment between business and IT stakeholders.
• Understanding of enterprise technology ecosystems, including systems of record, workflow platforms, integrations, automation, and the role orchestration plays in connecting them.
• Experience selling into Procurement, Legal, Finance, IT, Shared Services, Operations, or other enterprise functions.
• Demonstrated ability to build trusted relationships and communicate credibly with C-suite executives, transformation leaders, operational stakeholders, and technical teams.
• Strong value-selling capabilities with experience developing executive-level business cases, ROI models, and measurable transformation outcomes.
• Experience navigating complex enterprise buying committees and consultative sales cycles.
• Strong discovery skills and the ability to uncover fragmented processes, manual work, poor user experiences, disconnected technology, and opportunities for automation and orchestration.
• Working knowledge of AI, intelligent automation, workflow automation, and emerging agentic technologies and how they can be applied to enterprise business processes.
• Strong enterprise account planning, pipeline management, forecasting, and organizational skills.
• Ability to lead effectively across cross-functional teams, including Account Directors, Solutions Consulting, Product, Customer Success, Services, and partners.

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 solutio