Account Director, Supply Chain

The Account Director, Supply Chain at Coupa is responsible for prospecting, building pipelines, and selling our innovative cloud-based Supply Chain Solutions. This includes engaging C-suite executives and stakeholders in organizations across the Northeast U.S. to effectively present Coupa's robust value proposition. You will also forecast sales accurately, collaborate with partners and internal teams to strategize on joint vision roadmaps, and document your daily activities in Salesforce to monitor your performance.

To be successful as an Account Director, Supply Chain at Coupa, you should have a consistent track record of exceeding sales quotas within a Supply Chain Software environment. Prior experience leading multi-stakeholder sales cycles and closing significant deals is necessary. Additionally, strong organizational skills, the ability to identify client pains, and a propensity for relationship-building are all crucial to fulfilling the responsibilities of this role effectively.

At Coupa, the hiring process for the Account Director, Supply Chain involves a thorough review of applications followed by interviews with various team members. We look for candidates who not only meet the qualifications but also fit into our collaborative culture. The focus is on ensuring the candidate can contribute meaningfully to our mission while also valuing diversity and inclusivity during the hiring process.

An Account Director, Supply Chain at Coupa can move into more senior positions within the enterprise sales team, such as Sales Manager or Regional Sales Director, as they demonstrate success in exceeding sales targets and developing strategic relationships. Opportunities for advanced professional development and leadership roles are encouraged, reflecting Coupa’s commitment to employee growth.

As an Account Director, Supply Chain at Coupa, you'll find yourself in a dynamic, agile workplace that fosters collaboration and innovation. The culture is built on transparency and teamwork, ensuring you have the resources and support necessary, including access to advanced sales tools and a dedicated pre-sales team, to excel in your role and make a significant impact.

Highlight specific examples from your past roles where you led large-scale sales cycles. Discuss how you engaged stakeholders, navigated complex organizational structures, and successfully closed deals. Including quantifiable outcomes can significantly strengthen your response.

Share your approach to identifying potential clients and your methods for reaching out to them. Discuss tools you use for market research, your communication strategies, and how you tailor your approach to overcome objections and highlight your solutions effectively.

Explain how you would engage with high-level executives by understanding their strategic objectives and pain points. Emphasize the importance of value-driven conversations, aligning your solutions with their goals, and maintaining ongoing communication.

Discuss how you assess potential revenue, strategic fit, and deadlines when prioritizing your pipeline. You can also mention the importance of using CRM tools, like Salesforce, to keep track of leads and optimize your selling time.

Choose a detailed example showcasing your proactive strategies, creative problem-solving, and any collaborative efforts that led to surpassing targets. Explain how those actions positively impacted your company and clients.

Discuss current trends and challenges in the supply chain industry, such as disruptions, technological advancements, or changing consumer demands. Explain how you can address these challenges through Coupa’s solutions, showcasing your understanding of the market.

Share your method for addressing objections through active listening, empathy, and presenting counter-arguments. It’s also effective to provide testimonials or case studies that add credibility to your position.

Mention both quantitative metrics, like revenue generated or deal closing rates, as well as qualitative measures, like client satisfaction or relationship development. This demonstrates your comprehensive understanding of sales success.

Explain the importance of communication and teamwork when working with a pre-sales team. Discuss how you align your sales strategies with their expertise to create tailored proposals that meet client needs.

Reflect on personal motivations such as achieving goals, building relationships, and making a difference for clients. This insight help interviewers understand your passion and commitment to the role.