Enterprise Account Director, Customer Growth, Central - 10195

🔹 Job Title: Enterprise Account Director, Customer Growth, Central - 10195 🔹 Company: Coupa Software, Inc. 🔹 Location: Austin, Texas, United States 🔹 Job Type: Mid-Senior Level 🔹 Category: Software Development 🔹 Date Posted: 2025-05-15 🔹 Experience Level: 5-10 years 🔹 Remote Status: Hybrid (Austin, TX) 🚀 Job Overview Key aspects of this role include: - Driving account expansion within existing customer base - Maintaining executive sponsorship and understanding customer needs - Developing comprehensive account plans and strategies - Collaborating with cross-functional teams to identify and close cross-sell opportunities - Ensuring Coupa remains a trusted partner and delivers exceptional value to clients ASSUMPTION: This role requires a strong background in SaaS sales and account management, with a focus on driving growth within existing accounts. A deep understanding of spend management would be beneficial but not required. 📋 Key Responsibilities ✅ Collaborate with customers, CVMs, and internal teams to identify cross-sell opportunities aligned with customer business objectives ✅ Develop and execute account development strategies to establish Coupa as the leading Total Spend Management platform ✅ Create account penetration models to access key stakeholders within customer organizations ✅ Craft value messaging targeted towards chief economic buyers, aligning with their specific needs and challenges ✅ Partner with supporting functions to enhance Coupa's brand presence in assigned accounts ASSUMPTION: Success in this role requires strong communication, strategic planning, and stakeholder management skills. The ability to identify client pains and develop compelling value propositions is crucial. 🎯 Required Qualifications Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience) Experience: - Proven track record of developing existing accounts and driving complex multi-stakeholder engagements - Strong SaaS sales background, with a focus on account management and growth - Domain knowledge in spend management is a plus but not required Required Skills: - Demonstrated ability to identify client pains and develop unique, compelling value propositions - Strong communication, presentation, and negotiation skills - Proven ability to work collaboratively with cross-functional teams - Out-of-the-box thinking and fresh ideas to replace existing solutions with Coupa's outstanding Spend Management solutions portfolio Preferred Skills: - Experience with Coupa's products or similar spend management platforms - Familiarity with the Austin, TX business landscape ASSUMPTION: While a background in spend management is not required, it would be beneficial for understanding the unique needs of Coupa's customers and the competitive landscape. 💰 Compensation & Benefits Salary Range: $150,000 - $200,000 per year (based on industry standards for a mid-senior level role in Austin, TX) Benefits: - Comprehensive health, dental, and vision insurance - 401(k) matching and employee stock purchase plan - Generous PTO and company holidays - Flexible work arrangements and remote-friendly culture Working Hours: Full-time, with flexible hours and a hybrid work arrangement (2-3 days per week in the Austin office) ASSUMPTION: Salary range is estimated based on industry standards for similar roles in Austin, TX. Benefits are based on information available from Coupa's careers page and Glassdoor reviews. 📌 Applicant Insights 🔍 Company Context Industry: Coupa operates in the software development industry, specifically focusing on total spend management solutions for businesses. The company is a leader in its market, with a strong focus on AI-driven innovation and customer success. Company Size: Coupa is a mid-sized company with 1,001-5,000 employees, providing a collaborative and dynamic work environment. Founded: Coupa was founded in 2006 and has since grown to become a publicly-traded company with a global presence. Company Description: - Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform - The company empowers businesses with the ability to predict, prescribe, and automate smarter, more profitable business decisions - Coupa's platform includes solutions for procurement, invoicing, payments, and supply chain management Company Specialties: - Procurement - Finance - Cloud-based Financial Applications - Purchasing - Sourcing - Invoicing - Cloud Computing - Spend Management Software Company Website: Coupa.com ASSUMPTION: Coupa's focus on AI-driven innovation and customer success sets it apart in the competitive spend management software market. 📊 Role Analysis Career Level: Mid-Senior level role, with opportunities for growth and advancement within the company Reporting Structure: This role reports directly to the Vice President of Customer Growth and works closely with Customer Value Managers (CVMs) and other customer-facing teams Work Arrangement: Hybrid work arrangement, with 2-3 days per week in the Austin office and the remainder of the time working remotely Growth Opportunities: - Opportunities to work with a diverse range of customers and industries - Potential to advance to a leadership or management role within the Customer Growth team - Exposure to Coupa's innovative AI-driven technology and industry-leading platform ASSUMPTION: This role offers significant opportunities for growth and development, both within the Customer Growth team and across Coupa's broader organization. 🌍 Location & Work Environment Office Type: Coupa's Austin office is a modern, collaborative workspace designed to facilitate teamwork and innovation Office Location(s): 950 Tower Ln, Foster City, California 94404, US (headquarters); 10615 Professional Circle, Reno, Nevada 89521, US; Eastpoint Business Park, Estuary House - Block P7, Dublin, Dublin Dublin 3, IE; Avenida Cidade Jardim, 400, Sao Paulo, SP 01454-000, BR; Senapati Bapat Road, Pune, Maharashtra 411016, IN Geographic Context: - Austin, TX is a thriving tech hub with a strong startup ecosystem and a diverse range of industries - The city offers a high quality of life, with a vibrant culture, numerous outdoor activities, and no state income tax Work Schedule: Flexible work schedule, with the ability to work remotely for part of the week ASSUMPTION: Coupa's hybrid work arrangement offers the best of both worlds, allowing employees to collaborate in person while also enjoying the flexibility of remote work. 💼 Interview & Application Insights Typical Process: 1. Phone or video screen with the hiring manager 2. In-depth behavioral and situational interview with the Customer Growth team 3. Final interview with the Vice President of Customer Growth Key Assessment Areas: - Sales and account management skills - Strategic thinking and planning abilities - Ability to build and maintain strong customer relationships - Understanding of Coupa's products and value proposition Application Tips: - Tailor your resume and cover letter to highlight your relevant experience and skills - Be prepared to discuss specific examples of your success in driving account growth and expansion - Familiarize yourself with Coupa's products and platform, and be ready to discuss how you can leverage them to drive customer success ATS Keywords: SaaS sales, account management, cross-selling, stakeholder engagement, value proposition development, spend management, strategic planning, customer relationship management, business value delivery, innovation, customer support, value solutions consulting, account development, market leadership, teamwork ASSUMPTION: Coupa's application process is designed to assess candidates' sales and account management skills, as well as their ability to think strategically and build strong customer relationships. 🛠️ Tools & Technologies - Salesforce - HubSpot - Microsoft Office Suite (Word, Excel, PowerPoint) - Coupa's proprietary spend management platform ASSUMPTION: Familiarity with these tools and technologies is not required, but candidates should be comfortable learning and using new software as needed. 👔 Cultural Fit Considerations Company Values: - Customer Success - Integrity - Innovation - Collaboration - Accountability Work Style: - Coupa values a collaborative and team-oriented work environment - The company encourages employees to take ownership of their roles and drive results - Coupa fosters a culture of continuous learning and improvement Self-Assessment Questions: - How do you align with Coupa's core values, particularly customer success and innovation? - How comfortable are you working in a hybrid work environment, balancing remote work and in-person collaboration? - How does your personal work style fit with Coupa's collaborative and team-oriented culture? ASSUMPTION: Coupa's company culture is built on a foundation of customer success, innovation, and collaboration. Candidates should be prepared to demonstrate how their values and work style align with these principles. ⚠️ Potential Challenges - Managing a diverse portfolio of customer accounts, each with unique needs and priorities - Balancing the need to drive growth with the importance of maintaining strong customer relationships - Keeping up with Coupa's rapidly-evolving AI-driven technology and product suite - Adapting to a hybrid work environment, balancing remote work and in-person collaboration ASSUMPTION: These challenges are inherent to the role and can be overcome with strong sales and account management skills, strategic thinking, and a customer-focused mindset. 📈 Similar Roles Comparison - Account Executive (SaaS): Focuses on new business development and customer acquisition, rather than account expansion and growth - Customer Success Manager: Responsible for driving customer satisfaction and retention, rather than account growth and expansion - Sales Development Representative (SDR): Focuses on lead generation and qualification, rather than account management and growth ASSUMPTION: While these roles share some similarities with the Enterprise Account Director role, each has a unique focus and set of responsibilities. 📝 Sample Projects - Developing a comprehensive account plan for a key customer, identifying opportunities for cross-selling and account expansion - Crafting a compelling value proposition for a customer looking to consolidate its spend management processes onto Coupa's platform - Collaborating with the Customer Value Manager (CVM) team to deliver a successful customer onboarding and implementation project ASSUMPTION: These sample projects illustrate the strategic and customer-focused nature of the Enterprise Account Director role. ❓ Key Questions to Ask During Interview - Can you describe the typical customer profile for this role, and how it may vary across different industries or regions? - How does Coupa support the growth and development of its employees, particularly in the Customer Growth team? - What are the most significant challenges facing the Customer Growth team in the coming year, and how can this role help address them? - How does Coupa measure the success of its Enterprise Account Directors, and what key performance indicators (KPIs) are most important? - What opportunities are there for collaboration and knowledge-sharing between the Customer Growth team and other departments within Coupa? ASSUMPTION: These questions demonstrate a candidate's interest in understanding the role, the team, and the company, as well as their ability to think strategically and plan for success. 📌 Next Steps for Applicants To apply for this position: - Submit your application through this link - Tailor your resume and cover letter to highlight your relevant experience and skills, with a focus on your success in driving account growth and expansion - Prepare for your interviews by researching Coupa's products and platform, and practicing your responses to behavioral and situational interview questions - Follow up with the hiring manager after your interview to express your appreciation and reiterate your interest in the role ⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.