Account Director, Enterprise

Coupa Software

Account Director responsible for sales to enterprise customers at Coupa, leveraging cloud-based spend management solutions. Join a dynamic team to drive business value in a growing market.

Posted 5/18/2026full-timeRemote • 🇬🇧 United KingdomLeadWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Prospecting, building pipeline and selling Coupa cloud-based spend management solutions
Engaging with C-level prospects to position Coupa’s strategic value proposition and lead the deal to closure
Forecasting accurately
Adopting the concept of Business Value Selling within the context of the Challenger Sale model
Providing proactive, trusted thought leadership
Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
Developing and delivering premier Executive Sales proposals to C-level prospects
Engaging with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
Documenting daily activity in Salesforce to supervise the performance

Requirements

What you’ll need

Strong and demonstrable experience of sophisticated direct sales in the software industry selling at ‘C’ Level
Consistent track record of exceeding sales quota in an enterprise SaaS environment
Strong executive presence
Expertise in leading multi-stakeholder sales cycles and closing large 6-figure deals
A history of pro-actively hunting new business
Strong organisational capability and specific experience with enterprise account planning
Experience selling business value to Finance and Business customers using return on investment and TCO models, rather than challenging on “features & functions”
Ability to identify strategic client pains and develop outstanding and compelling value propositions that focus on delivering business value to the client
Compassionate and is successful at engaging with all levels in an organisation
A strong focus on forming relationships and working within a team selling environment
Business Spend Management domain expertise (ideal) or Enterprise SaaS selling experience
A desire to work in a fast-paced and hard-working environment.

Benefits

Comp & perks

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.

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

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

Hard Skills & Tools

direct salesenterprise SaaSsales forecastingbusiness value sellingexecutive sales proposalsaccount planningreturn on investment modelstotal cost of ownership modelsmulti-stakeholder sales cyclespipeline management

Soft Skills

executive presenceorganizational capabilityrelationship buildingteam collaborationthought leadershipproactive engagementstrategic thinkingcommunicationcompassionnegotiation