📌 Core Information
🔹 Job Title: Enterprise Account Director UK
🔹 Company: Coupa Software, Inc.
🔹 Location: United Kingdom
🔹 Job Type: Mid Level
🔹 Category: Sales
🔹 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 and identify new business opportunities
- Providing accurate forecasts and monthly reports to communicate the health of the sales pipeline
ASSUMPTION: This role requires a strong understanding of enterprise sales, strategic account planning, and the ability to sell business value using ROI and TCO models.
📋 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 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 a high level of autonomy and the ability to work effectively with diverse teams, including Account Development and Solutions Consulting 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
Required Skills:
- Enterprise sales experience, with a focus on strategic account planning
- 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
- Strong organizational capability and experience in enterprise account planning
Preferred Skills:
- Experience with spend management software
- Fluency in multiple languages
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 mid-level sales roles in the UK)
Benefits:
- Health, dental, and vision insurance
- 401(k) matching
- Paid time off
- Employee stock purchase plan
Working Hours: Full-time, with flexible hours and remote work options available
ASSUMPTION: The salary range provided is an estimate based on industry standards for mid-level sales roles in the UK. Actual compensation may vary based on experience and performance.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically focused on spend management and procurement solutions
Company Size: 1,001-5,000 employees, which means a medium to large-sized organization with established processes and a significant market presence
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
- Coupa 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
- Transformation Digitale
- Dépenses
- achats
- notes de frais
- travel
- and VaaS
Company Website: http://www.coupa.com
ASSUMPTION: Coupa is a well-established company with a strong focus on innovation and customer success in the spend management and procurement software industry.
📊 Role Analysis
Career Level: Mid-level, with opportunities for growth and advancement within the sales organization
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 or the office
Growth Opportunities:
- Advancement to senior sales roles, such as Senior Account Director or Regional Sales Manager
- Expansion into new markets or product lines within the spend management and procurement software industry
- Development of leadership and management skills through mentoring and coaching opportunities
ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to advance their career within the sales organization.
🌍 Location & Work Environment
Office Type: Remote-friendly, with the option to work from home or in one of Coupa's global offices
Office Location(s): Foster City, California (HQ), Pune, India, Reno, Nevada, Dublin, Ireland, and Sao Paulo, Brazil
Geographic Context:
- The United Kingdom is a strategic market for Coupa, with a significant customer base and growth opportunities
- The UK office is part of a global network of sales and support teams, providing opportunities for collaboration and knowledge sharing
- The UK is a competitive market for spend management and procurement software, requiring a strong sales strategy and execution
Work Schedule: Full-time, with flexible hours and the ability to work remotely
ASSUMPTION: The remote-friendly work environment at Coupa offers candidates the flexibility to balance their personal and professional lives while still meeting the demands of the role.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- In-depth behavioral and situational interviews with the sales team
- Final interview with the sales manager or director
- Background check and reference checks
Key Assessment Areas:
- Sales skills and experience
- Enterprise sales strategy and planning
- C-level engagement and communication
- Cross-functional teamwork and collaboration
Application Tips:
- Highlight your experience with enterprise sales, strategic account planning, and selling business value using ROI and TCO models
- Tailor your resume and cover letter to emphasize your relevant skills and experiences for this role
- Prepare for behavioral and situational interview questions that focus on your sales skills and experience
ATS Keywords: Enterprise Sales, Strategic Account Planning, C-Level Engagement, ROI Models, TCO Models, Cross-Functional Leadership, Collaboration, Pipeline Management, Forecasting, Relationship Building, Strategic Planning
ASSUMPTION: The interview process at Coupa is designed to assess the candidate's sales skills, experience, and cultural fit within the sales organization.
🛠️ Tools & Technologies
- Salesforce
- HubSpot
- Microsoft Office Suite
- Zoom
- Coupa's proprietary spend management platform
ASSUMPTION: Familiarity with CRM software, such as Salesforce or HubSpot, is essential for this role, as well as proficiency in Microsoft Office Suite and other collaboration tools.
👔 Cultural Fit Considerations
Company Values:
- Customer Success
- Integrity
- Innovation
- Collaboration
- Accountability
Work Style:
- Results-driven
- Team-oriented
- Adaptable and resilient
- Strategic and analytical
- Strong communication and presentation skills
Self-Assessment Questions:
- Do you have a proven track record of exceeding sales quotas in a SaaS B2B Software environment?
- Are you comfortable engaging with C-level executives and building strong relationships with key decision-makers?
- Do you have strong organizational capability and experience in enterprise account planning?
ASSUMPTION: Candidates who align with Coupa's company values and work style are more likely to be successful in this role and contribute to the company's ongoing success.
⚠️ Potential Challenges
- The competitive nature of the spend management and procurement software market requires a strong sales strategy and execution
- The role may involve frequent travel to meet with clients and attend industry events
- The need to balance the demands of the role with personal and family commitments may be challenging
- The role requires a high level of autonomy and the ability to work effectively with diverse teams
ASSUMPTION: Candidates should be aware of the potential challenges associated with this role and be prepared to manage their time and priorities effectively.
📈 Similar Roles Comparison
- This role is similar to other enterprise account director positions in the spend management and procurement software industry, but may have a greater focus on strategic account planning and selling business value using ROI and TCO models
- The spend management and procurement software market is competitive, with a number of established and emerging players offering similar solutions
- Career paths in this industry may include advancement to senior sales roles, such as senior account director or regional sales manager, or expansion into new markets or product lines
ASSUMPTION: Candidates should research similar roles in the industry and consider their career goals and aspirations when applying for this position.
📝 Sample Projects
- Developing a strategic account plan for a large enterprise customer, including a joint vision roadmap outlining the value that Coupa will deliver
- Leading a cross-functional team to close a large six-figure deal with a strategic account, including engagement with C-level executives and other key decision-makers
- Building and maintaining a healthy sales pipeline, including accurate forecasts and monthly reports to communicate the health of the pipeline and any potential risks
ASSUMPTION: These sample projects are intended to illustrate the types of responsibilities and challenges that candidates may face in this role, and are not exhaustive or prescriptive.
❓ Key Questions to Ask During Interview
- Can you describe the typical sales cycle for a strategic account in this role?
- How does the sales team collaborate with other departments, such as marketing and product management, to drive customer success?
- What are the key priorities for this role in the first 30, 60, and 90 days?
- How does Coupa support the professional development and growth of its sales team members?
- What are the most challenging aspects of this role, and how can I best prepare to succeed in them?
ASSUMPTION: These key questions are intended to help candidates better understand the role, the company, and the opportunities for growth and development.
📌 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 skills and experiences for this role
- Prepare for behavioral and situational interview questions that focus on your sales skills and experience
- Research Coupa's company values and work style to ensure a strong cultural fit
- Follow up with the hiring manager within one week of submitting your application to express your interest and reiterate your qualifications
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
