Sr Account Director, Enterprise - Intake & Orchestration

Coupa; Denver (CO); On-site; USD 120,000 - 190,000; 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 Sr Account Director, Enterprise focused on Intake & Orchestration, to drive growth with strategic enterprise opportunities. You will work with senior leaders to understand priorities and demonstrate how orchestration can transform procurement, legal, finance, IT, and other functions across large organizations.

You will lead complex sales cycles, build trusted advisor relationships, and partner with cross-functional teams to deliver measurable transformation outcomes.

Qualifications

• 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.
• Experience selling complex technology solutions tied to digital transformation and automation.
• Strong understanding of enterprise orchestration and digital transformation projects.
• Ability to translate complex processes into compelling technology value propositions.
• Experience selling across multiple business functions with IT alignment.
• Expertise in ROI models and executive-level business cases.

Responsibilities

• Build, develop, and manage a pipeline of enterprise opportunities for Coupa Intake & Orchestration.
• Prospect into strategic enterprise accounts and transform intake/workflow processes.
• Engage C-level executives to understand priorities and value of intake/orchestration.
• Lead complex, multi-stakeholder enterprise sales cycles from discovery to close.
• Develop tailored demonstrations with Solutions Consulting based on customer needs.

Skills

Enterprise SaaS sales

Quota attainment

C-level engagement

Solution selling

ROI/business case

Consultative selling

Cross-functional collaboration

Forecasting/pipeline management

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 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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