Coupa Software

Account Director, Finance & AP Sales

Coupa Software

full-time

Posted on:

Location Type: Remote

Location: California • United States

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Salary

💰 $127,000 - $144,333 per year

Job Level

Lead

About the role

  • Prospect, qualify, and close new opportunities within $1B+ revenue accounts, while working closely with internal cross-functional teams and account owners
  • Engage CFOs, Treasurers, AP Managers, CPOS CIOs, and senior finance leaders to position Coupa’s I2P and Total Spend value, selling products tailored to fit Finance & AP teams
  • Lead discovery, executive workshops, and value-based demonstrations tailored to finance practitioners
  • Build ROI, TCO, and value realization models to support executive decision-making
  • Develop and execute account and territory plans that drive pipeline and revenue growth
  • Partner cross-functionally with sales, solutions consulting, and leadership to advance complex deals
  • Shape deal strategy, accelerate pipeline velocity, and manage large and complex sales cycles
  • Provide accurate forecasts and insights to sales leadership

Requirements

  • Proven success exceeding quota in mid & enterprise level B2B SaaS sales
  • Deep expertise in Invoice-to-Pay, AP Automation, Finance, or FinTech, and Expense/Travel platforms
  • Ability to manage a large and expansive territory of both prospect and current customer accounts, while managing a list and optimizing a time/territory balance
  • Capability of working independently with strong creative skills to find new and impactful ways of mapping to accounts
  • Demonstrated ability to sell complex, transformational solutions to C-level executives
  • Strong enterprise account planning and deal orchestration skills
  • Ability to translate finance challenges into compelling business value
  • Excellent executive communication, presentation, and collaboration skills
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B SaaS salesInvoice-to-PayAP AutomationFinanceFinTechExpense platformsTravel platformsROI modelingTCO modelingvalue realization
Soft Skills
executive communicationpresentation skillscollaboration skillscreative problem-solvingaccount planningdeal orchestrationindependent workterritory managementpipeline managementstrategic thinking