🔹 Job Title: Senior Enterprise Growth Account Director - 10181
🔹 Company: Coupa Software, Inc.
🔹 Location: Chicago, Illinois, United States (Remote OK)
🔹 Job Type: Mid-Senior Level
🔹 Category: Software Development
🔹 Date Posted: May 13, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote OK
🚀 Job Overview
Coupa is revolutionizing the way businesses manage their spend with its AI-driven total spend management platform. As a Senior Enterprise Growth Account Director, you'll play a pivotal role in driving account expansion and maintaining executive sponsorship within our existing customer base. Your strategic mindset and proven sales background will enable you to identify and close cross-sell opportunities, ultimately driving Coupa's growth and solidifying our market leadership.
🌟 Key aspects of this role include:
- Developing and executing account growth strategies
- Collaborating with customers and internal teams to identify opportunities
- Crafting compelling value propositions tailored to clients' needs
- Maintaining executive sponsorship and fostering strong customer relationships
ASSUMPTION: This role requires a strategic, customer-focused mindset and a proven track record in account management and cross-selling. Familiarity with spend management software would be beneficial but is not required.
📋 Key Responsibilities
✅ Account Strategy & Growth:
- Develop and execute account growth strategies aligned with customer business objectives
- Identify and pursue cross-sell opportunities to drive account expansion
- Maintain executive sponsorship and strengthen Coupa's brand presence within assigned accounts
✅ Customer Relationship Management:
- Collaborate with customers, Customer Value Managers (CVMs), and internal teams to understand client needs and pain points
- Build and maintain strong, long-lasting customer relationships
- Serve as the primary point of contact for assigned accounts
✅ Value Proposition & Messaging:
- Craft compelling value propositions that focus on delivering business value to clients
- Develop and deliver persuasive presentations and proposals to key stakeholders
- Tailor Coupa's solutions portfolio to address clients' unique challenges and opportunities
ASSUMPTION: Success in this role requires a deep understanding of customer needs and the ability to translate that understanding into effective, tailored value propositions.
🎯 Required Qualifications
📚 Education:
- Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
🕒 Experience:
- Proven track record in developing existing accounts and driving complex multi-stakeholder engagements (5-10+ years)
- Experience in SaaS sales and account management
- Domain knowledge in spend management software is a plus
🛠️ Required Skills:
- Strong strategic planning and execution skills
- Excellent communication, presentation, and interpersonal skills
- Ability to build and maintain strong, long-lasting customer relationships
- Proficient in CRM software (e.g., Salesforce, HubSpot)
💡 Preferred Skills:
- Experience with account-based marketing (ABM) strategies
- Familiarity with spend management software and processes
- Knowledge of the enterprise software industry
ASSUMPTION: Candidates with a proven track record in account management and cross-selling, along with a strong understanding of customer needs, will be most successful in this role.
💰 Compensation & Benefits
💰 Salary Range: Competitive salary commensurate with experience and industry standards for a Senior Enterprise Growth Account Director in the Chicago area. Estimated range: $120,000 - $180,000 per year.
🎁 Benefits:
- Comprehensive health, dental, and vision insurance
- 401(k) plan with company match
- Flexible time off and paid holidays
- Employee stock purchase plan
- Tuition reimbursement and professional development opportunities
🕒 Working Hours: Full-time position with a standard workweek of 40 hours, Monday through Friday. Flexible hours and remote work arrangements are available.
ASSUMPTION: The salary range provided is an estimate based on industry standards for the Chicago area and the experience level required for this role. Final compensation will be determined based on the candidate's qualifications and Coupa's compensation structure.
📌 Applicant Insights
🔍 Company Context
🏢 Industry: Coupa operates in the enterprise software industry, focusing on total spend management solutions for businesses of all sizes.
🌐 Company Size: Coupa is a mid-sized company with approximately 3,400 employees, providing a collaborative and dynamic work environment.
📅 Founded: Coupa was founded in 2006 and has since grown to become a leading provider of cloud-based financial applications.
📝 Company Description:
- Coupa empowers businesses to make margins multiply through its AI-driven total spend management platform.
- The company's community-generated AI and industry-leading solutions enable businesses to predict, prescribe, and automate smarter, more profitable business decisions.
- Coupa's platform encompasses procurement, invoicing, payments, supply chain management, sourcing, and other spend-related functions.
🌟 Career Level: This role is a mid-senior level position, offering opportunities for growth and advancement within Coupa's sales organization.
👥 Reporting Structure: The Senior Enterprise Growth Account Director reports directly to the Vice President of Enterprise Growth and works closely with Customer Value Managers (CVMs) and other customer-facing teams.
🏢 Work Arrangement: This role offers a remote-friendly work arrangement, with the option to work from Coupa's offices in Chicago or other locations as needed.
🌱 Growth Opportunities:
- Opportunities for career advancement within Coupa's sales organization
- Exposure to a diverse range of customers and industries
- The chance to work with cutting-edge AI-driven technology and contribute to Coupa's continued success
ASSUMPTION: Success in this role may lead to opportunities for advancement within Coupa's sales organization, as the company values internal promotions and growth.
🌍 Location & Work Environment
🏢 Office Type: Coupa's offices are modern, collaborative workspaces designed to foster innovation and teamwork.
📍 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:
- Coupa's headquarters are located in the San Francisco Bay Area, with additional offices in the United States, Europe, and Asia.
- The company's global presence enables employees to work with customers and colleagues from diverse backgrounds and regions.
🕒 Work Schedule: Coupa offers a flexible work schedule, with core hours between 9:00 AM and 5:00 PM local time, and the option to work remotely.
ASSUMPTION: Coupa's flexible work arrangements and global presence provide employees with the opportunity to work with a diverse range of customers and colleagues, fostering a rich and dynamic work environment.
💼 Interview & Application Insights
🔑 Typical Process:
1. Online application and resume screening
2. Phone or video screening with the hiring manager
3. In-depth behavioral and situational interviews with the hiring manager and other team members
4. Final interview with the Vice President of Enterprise Growth
🎯 Key Assessment Areas:
- Strategic thinking and account planning
- Customer focus and relationship-building skills
- Presentation and communication skills
- Ability to craft compelling value propositions
- Sales acumen and negotiation skills
💡 Application Tips:
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role
- Prepare examples of your account management and cross-selling successes
- Research Coupa's platform and industry to demonstrate your understanding of the company and its solutions
- Practice your presentation and communication skills to ensure you can effectively articulate your value proposition
ASSUMPTION: Coupa's application process is designed to assess candidates' strategic thinking, customer focus, and sales acumen. Demonstrating a strong understanding of account management and cross-selling, as well as a deep appreciation for Coupa's AI-driven solutions, will be crucial for success.
🛠️ Tools & Technologies
🛠️ Relevant Tools and Technologies:
- Salesforce or other CRM software
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Presentation software (e.g., Keynote, Google Slides)
- Video conferencing tools (e.g., Zoom, Webex)
ASSUMPTION: Familiarity with CRM software and presentation tools is essential for success in this role. Candidates should be comfortable using these tools to manage customer relationships and create compelling presentations.
💼 Work Style:
- Strategic and forward-thinking
- Customer-focused and results-driven
- Collaborative and team-oriented
- Adaptable and open to change
- Strong communication and presentation skills
🤔 Self-Assessment Questions:
- How do you approach building and maintaining strong, long-lasting customer relationships?
- Can you provide an example of a time when you identified and pursued a cross-sell opportunity, and what was the outcome?
- How do you stay up-to-date with industry trends and new technologies, and how do you incorporate that knowledge into your account management strategies?
ASSUMPTION: Candidates who align with Coupa's core values and work style will be most successful in this role. Demonstrating a strong customer focus, strategic mindset, and adaptability will be crucial for fitting in with Coupa's collaborative and innovative culture.
⚠️ Potential Challenges
🛑 Challenges specific to this role:
- Managing a diverse portfolio of enterprise-level accounts with varying needs and priorities
- Balancing strategic account planning with day-to-day account management tasks
- Navigating complex organizational structures and multiple stakeholders within assigned accounts
🛑 Challenges specific to Coupa or the industry:
- Keeping up with the company's rapid growth and evolving product suite
- Competing with established competitors and emerging market players
- Adapting to changes in the enterprise software landscape and customer needs
🛑 Challenges specific to the work arrangement:
- Balancing remote work with the need for in-person customer interactions and team collaboration
- Managing time zones and coordinating with global teams
🛑 Challenges specific to the location:
- Adapting to the local business culture and customer expectations in the Chicago area
ASSUMPTION: Success in this role requires a strategic mindset, strong communication skills, and the ability to adapt to a dynamic and evolving work environment. Candidates should be prepared to manage a diverse portfolio of accounts, navigate complex organizational structures, and balance strategic planning with day-to-day account management tasks.
📈 Similar Roles Comparison
🔎 How this role differs from related positions:
- Focus on account growth and expansion within existing customer base, rather than new business development
- Requires a strong understanding of customer needs and the ability to craft tailored value propositions
- Offers opportunities for career advancement within Coupa's sales organization
🔎 Industry-specific context:
- The enterprise software industry is highly competitive, with a focus on innovation and customer success
- AI-driven solutions are increasingly important, as companies seek to optimize their spend management processes
🔎 Career path comparison:
- This role is a mid-senior level position, offering opportunities for growth and advancement within Coupa's sales organization
- Success in this role may lead to opportunities for promotion to a Vice President or other leadership positions
ASSUMPTION: Candidates should be aware of the unique aspects of this role and how it differs from other sales positions. Familiarity with the enterprise software industry and AI-driven solutions will be beneficial for success in this role.
📝 Sample Projects
📊 Project example 1 - Account Penetration Model:
- Develop a comprehensive account penetration model to enable multi-angle access to key stakeholders within a target account
- Collaborate with internal teams to identify and pursue cross-sell opportunities aligned with the customer's business objectives
📊 Project example 2 - Customer Value Proposition:
- Conduct a thorough analysis of a customer's business needs, pain points, and objectives
- Craft a compelling value proposition that demonstrates how Coupa's solutions can address the customer's unique challenges and drive business value
📊 Project example 3 - Executive Sponsorship Strategy:
- Develop a strategy to maintain and strengthen executive sponsorship within an assigned account
- Collaborate with internal teams to identify opportunities to engage executives and demonstrate the value of Coupa's solutions
ASSUMPTION: These sample projects provide insight into the types of initiatives candidates may be expected to undertake in this role. Success in these projects requires a deep understanding of customer needs, strategic planning, and strong communication skills.
❓ Key Questions to Ask During Interview
💡 Questions about role responsibilities:
- How do you envision this role contributing to Coupa's continued growth and success?
- What are the key priorities for this role in the first 90 days?
💡 Questions about team structure:
- How does this role fit into the broader sales organization, and who are the key stakeholders I will be working with?
- What are the most important aspects of collaboration with Customer Value Managers (CVMs) and other customer-facing teams?
💡 Questions about company culture:
- How does Coupa's culture support the success of its employees and the growth of the company?
- What are the most rewarding aspects of working at Coupa, according to current employees?
💡 Questions about growth opportunities:
- What are the potential career paths for someone in this role, and how does Coupa support the professional development of its employees?
- What are the most important factors for success in this role, and how does Coupa measure that success?
💡 Questions about work environment:
- How does Coupa support work-life balance for its employees, particularly those in remote or hybrid roles?
- What are the most important aspects of Coupa's remote work policy, and how does the company ensure effective communication and collaboration among its global teams?
ASSUMPTION: Asking thoughtful, well-researched questions during the interview process demonstrates a candidate's interest in and understanding of the role, the company, and the industry. This can help set the candidate apart from other applicants and increase their chances of success in the role.
📌 Next Steps for Applicants
📝 To apply for this position:
1. Submit your application through this [link](https://jobs.lever.co/coupa/46843012-1527-4aa4-b142-a0000a052580).
2. Tailor your resume and cover letter to highlight your relevant experience and skills for this role.
3. Prepare examples of your account management and cross-selling successes to discuss during the interview process.
4. Research Coupa's platform and industry to demonstrate your understanding of the company and its solutions.
5. Practice your presentation and communication skills to ensure you can effectively articulate your value proposition.
6. Follow up with the hiring manager one week after submitting your application to express your continued interest in the role.
⚠️ Disclaimer: This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
