The Impact of an Account Director, Customer Growth at Coupa: The Account Director, Customer Growth is responsible for account expansion within Coupa's existing customer base. They are tasked with maintaining executive sponsorship, understanding business needs, and developing end-to-end account plans and strategies. They work closely with the Customer Value Manager (CVM) and other customer-facing teams to identify, pitch, and close cross-sell opportunities within their assigned accounts.
What You'll Do- Drive and develop cross-selling revenue with assigned accounts to meet or exceed quota in a dynamic, fast-growing organization and highly competitive environment
- Work with customer, CVMs, and other internal teams to identify cross-sell opportunities that will expand Coupa's share of wallet and are also in alignment with the customer's business objectives
- Design and execute an account development strategy to position Coupa as the market leader in Business Spend Management
- Build out an account penetration model that encourages multi-angle access to key stakeholders
- Align overall value messaging targeted towards the chief economic buyer in target accounts
- Partner with supporting functions such as Customer Value managers, Value Solutions Consultants, and Customer Support to strengthen the brand of Coupa in assigned accounts
What You Will Bring to Coupa- Minimum [3 years (CORP/MM), 5+ years (Enterprise)] sales experience with enterprise software sales
- 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
- Excellent communication skills and a problem-solving mindset combined with detail-orientation towards your customers
- 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
$127,000 - $144,333 a year
OTE range $255 000-$288 333 with a mix of 50/50
The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
