Account Director, Enterprise (9751)

As an Account Director at Coupa, your responsibilities include prospecting and closing new business within enterprise accounts, particularly those with revenues over $1 billion. This role involves engaging with C-level executives, such as CFOs and CIOs, to communicate the value of Coupa's spend management solutions. You'll also need to develop and maintain actionable account plans, provide accurate sales forecasts, and collaborate effectively with internal teams to align on customer strategies.

To become an Account Director at Coupa, you’ll need a proven record of exceeding sales quotas in a SaaS B2B environment. Experience selling to C-level executives at the enterprise level is crucial, along with strong skills in enterprise account planning and organizational capabilities. Additionally, familiarity with ROI and TCO models for selling business value is essential.

Coupa is committed to the success of its Account Directors through collaboration and support. You'll work closely with diverse teams, including Account Development and Solutions Consulting, to craft effective strategies that resonate with clients. Coupa also emphasizes transparent communication and provides comprehensive training to ensure you have the tools and resources needed to excel in your role.

The estimated pay range for the Account Director position at Coupa in Seattle is between $155,000 and $165,000, complemented by commission opportunities. The pay structure is competitive and aims to reward your achievements, with a standard commission mix of 50/50, meaning you can significantly increase your earnings based on performance.

The culture at Coupa is characterized by collaboration, innovation, and a global impact mindset. As an Account Director, you're not only part of a team that values transparency and teamwork but also a community focused on transforming businesses with pioneering technology. You'll enjoy a dynamic work environment where your contributions and ideas can make a substantial difference.

When answering this question, focus on specific strategies you have employed in past roles to craft successful account plans. Discuss how you identified targets, established relationships, and created value propositions that resonated with C-level executives. Give examples of how these plans led to measurable success.

To answer, consider sharing a detailed instance where you've effectively engaged with C-level executives. Highlight how you tailored your communication to their specific needs and challenges, utilized data-driven insights, and fostered relationships that led to successful outcomes.

Detail your prospecting strategy by discussing specific channels you use, such as networking, social media, and industry events. Explain how you leverage data and research to identify potential leads and tailor your approach to suit their business needs and goals.

Illustrate your approach to handling objections by describing techniques such as active listening and asking clarifying questions. Share a successful anecdote where you turned a 'no' into a 'yes' by addressing concerns and reinforcing the value of your solution.

Articulate your understanding of trust-building principles, such as providing genuine value, maintaining transparency, and consistently delivering on promises. Use specific examples to show how you’ve developed such relationships in past roles and the impact they had on sales outcomes.

Describe a cross-functional project you've undertaken, focusing on your role in aligning different teams and facilitating collaboration. Highlight the project goals, the process, and the outcome, emphasizing how it contributed to achieving broader company objectives.

Discuss essential metrics such as sales quota attainment, lead conversion rates, and customer retention rates. Explain how you use these metrics to adjust your strategies and ensure that you are continuously improving your sales performance and meeting your targets.

Share your method for prioritizing accounts, such as using the potential revenue, relationship status, and alignment with your product offerings. Discuss tools or frameworks you utilize to keep your pipeline organized and ensure you dedicate the appropriate time and resources to high-impact opportunities.

Emphasize the importance of market research in identifying trends, understanding client needs, and maintaining a competitive edge. Explain how you leverage this research to tailor your sales approach and inform your discussions with potential clients.

Highlight your alignment with Coupa's mission and values, particularly around innovation, collaboration, and making a global impact. Share specific reasons that draw you to Coupa, such as its technology, culture, or the opportunity to contribute to transformative projects.