📌 Core Information
🔹 Job Title: Account Director, Enterprise DACH
🔹 Company: Coupa Software, Inc.
🔹 Location: Germany
🔹 Job Type: Mid Level
🔹 Category: Software Development
🔹 Date Posted: 2025-04-16
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote OK
🚀 Job Overview
Key aspects of this role include:
- Prospecting and selling Coupa's cloud-based spend management solutions to strategic accounts with revenues over USD 1bn
- Engaging with C-level professionals to position Coupa's strategic value proposition and lead large six-figure plus deals to closure
- Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
- Creating and maintaining actionable account plans to guide and develop strategies and identify new business opportunities
ASSUMPTION: This role requires a strategic and consultative sales approach, with a focus on building strong relationships with senior executives and key stakeholders.
📋 Key Responsibilities
✅ Prospecting, building pipeline, and selling Coupa's cloud-based spend management solutions
✅ Engaging with C-level professionals to position Coupa's strategic value proposition and lead large six-figure plus deals to closure
✅ Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
✅ Creating and maintaining actionable account plans to guide and develop strategies and identify new business opportunities
✅ Providing accurate forecasts and monthly reports to the sales manager to communicate the health of the sales pipeline, significant market trends, and any potential risks that may impact the ability to hit targets
ASSUMPTION: This role requires strong communication, negotiation, and presentation skills, as well as the ability to work effectively with diverse teams.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field
Experience: Proven track record of exceeding sales quotas in a SaaS B2B software environment, with a focus on enterprise-level sales
Required Skills:
- Proven ability to sell business value to Finance and Business customers using ROI and TCO models
- Cross-functional leadership skills, working effectively with diverse teams, including Account Development and Solutions Consulting teams to deliver successful business outcomes
- Strong organizational capability and experience in enterprise account planning
Preferred Skills:
- Fluency in German and English
- Experience working with C-level executives in the DACH region
ASSUMPTION: Candidates with experience in the spend management or procurement software industry may have an advantage in this role.
💰 Compensation & Benefits
Salary Range: €80,000 - €120,000 per year (based on industry standards for a mid-level sales role in the DACH region)
Benefits:
- Health, dental, and vision insurance
- 401(k) matching
- Paid time off and company holidays
- Employee stock purchase plan
Working Hours: Full-time, with flexible hours and the ability to work remotely
ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's experience and qualifications.
📌 Applicant Insights
🔍 Company Context
Industry: Coupa operates in the Software Development industry, focusing on cloud-based financial applications, procurement, and spend management software.
Company Size: Coupa has 1,001-5,000 employees, providing a mid-sized company environment with opportunities for growth and collaboration.
Founded: 2006, with over 15 years of experience in the industry
Company Description:
- Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small.
- The company's AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers.
- Coupa empowers businesses with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
Company Specialties:
- Procurement
- Finance
- Cloud-based Financial Applications
- Purchasing
- Sourcing
- Invoicing
- Cloud Computing
- Spend Management Software
Company Website: http://www.coupa.com
ASSUMPTION: Coupa's focus on AI-driven technology and community-generated insights sets it apart in the spend management software industry.
📊 Role Analysis
Career Level: Mid-level sales role with opportunities for growth and advancement within the company
Reporting Structure: This role reports directly to the Sales Manager and works closely with Account Development and Solutions Consulting teams
Work Arrangement: Remote OK, with flexible hours and the ability to work from home
Growth Opportunities:
- Advancement to a senior sales role or sales management position
- Expansion into new markets or product lines
- Opportunities to work on strategic initiatives and projects
ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to develop both personally and professionally.
🌍 Location & Work Environment
Office Type: Coupa has multiple office locations across the globe, with a focus on remote work and collaboration
Office Location(s): Foster City, California (Headquarters), Pune, India, Reno, Nevada, Dublin, Ireland, and Sao Paulo, Brazil
Geographic Context:
- The DACH region (Germany, Austria, and Switzerland) is a key market for Coupa, with a strong focus on enterprise-level sales
- The region is home to many large, multinational corporations, providing ample opportunities for strategic account development
- The DACH region has a mature and competitive software market, with a strong focus on innovation and technology
Work Schedule: Full-time, with flexible hours and the ability to work remotely
ASSUMPTION: The DACH region offers a dynamic and challenging sales environment, with a strong focus on enterprise-level sales and strategic account development.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- In-depth behavioral and situational interview with the sales team
- Final interview with the sales manager or director
- Background check and reference check
Key Assessment Areas:
- Sales skills and experience
- Strategic thinking and planning
- Communication and presentation skills
- Cultural fit and alignment with company values
Application Tips:
- Highlight your experience with enterprise-level sales and strategic account development
- Include specific examples of your ability to sell business value using ROI and TCO models
- Tailor your resume and cover letter to emphasize your relevant skills and experience
- Prepare for behavioral and situational interview questions that focus on your sales approach and strategies
ATS Keywords: Enterprise Sales, Strategic Account Development, C-Level Engagement, ROI Models, TCO Models, Cloud-based Spend Management, SaaS, B2B
ASSUMPTION: Coupa's interview process is designed to assess the candidate's sales skills, strategic thinking, and cultural fit, with a focus on enterprise-level sales and strategic account development.
🛠️ Tools & Technologies
- Salesforce
- HubSpot
- Microsoft Office Suite
- Zoom
- Google Workspace
ASSUMPTION: This role requires proficiency in CRM software, sales enablement tools, and collaboration platforms.
👔 Cultural Fit Considerations
Company Values:
- Customer Obsessed
- One Coupa
- Innovation
- Integrity
- Accountability
Work Style:
- Collaborative and team-oriented
- Results-driven and focused on achieving targets
- Adaptable and able to work in a dynamic and fast-paced environment
Self-Assessment Questions:
- Do you have experience working with C-level executives and building strong relationships with key decision-makers?
- Are you comfortable working in a remote and collaborative work environment?
- Do you have a proven track record of exceeding sales quotas in a SaaS B2B software environment?
ASSUMPTION: Coupa values candidates who are customer-focused, collaborative, and results-driven, with a strong commitment to innovation and integrity.
⚠️ Potential Challenges
- The DACH region is a competitive market for enterprise-level sales, with many established competitors
- This role requires a strategic and consultative sales approach, with a focus on building strong relationships with senior executives and key stakeholders
- The role may require extensive travel, depending on the specific needs of the customer and the sales strategy
- The role may involve working with customers in multiple time zones, requiring flexibility and adaptability
ASSUMPTION: These challenges can be overcome with a strong sales strategy, a focus on building relationships, and a commitment to customer success.
📈 Similar Roles Comparison
- This role is similar to other enterprise account director or strategic account manager positions in the software industry
- However, Coupa's focus on AI-driven technology and community-generated insights sets it apart in the spend management software industry
- This role offers significant growth potential, with opportunities to develop both personally and professionally
ASSUMPTION: While this role is similar to other enterprise-level sales positions, Coupa's unique focus on AI-driven technology and community-generated insights provides a competitive advantage in the market.
📝 Sample Projects
- Developing a strategic account plan for a large, multinational corporation in the DACH region
- Leading a cross-functional team to deliver a successful business outcome for a key customer in the manufacturing industry
- Creating a customized ROI and TCO model for a potential customer in the retail sector
ASSUMPTION: These sample projects demonstrate the strategic and consultative nature of this role, with a focus on building strong relationships with senior executives and key stakeholders.
❓ Key Questions to Ask During Interview
- How does Coupa differentiate itself from its competitors in the spend management software industry?
- What are the key priorities for this role in the first 90 days?
- How does Coupa support the professional development and growth of its employees?
- What are the key challenges facing the company in the DACH region, and how can this role address them?
- How does Coupa measure the success of its sales team, and what are the key performance indicators (KPIs) for this role?
ASSUMPTION: These questions demonstrate a candidate's interest in the company, the role, and the industry, and provide insight into their strategic thinking and approach to sales.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to emphasize your relevant skills and experience in enterprise-level sales and strategic account development
- Prepare for behavioral and situational interview questions that focus on your sales approach and strategies
- Follow up with the hiring manager within one week of submitting your application to express your interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
