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Enterprise Account Director UK

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. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.


Why join Coupa?


🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.

🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.

🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. 


Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. 


The Impact of a New Business Enterprise Account Director to Coupa:


As an Enterprise Account Director at Coupa, you will drive our growth by prospecting, qualifying, pursuing, and closing opportunities within strategic accounts with revenues over USD 1bn. Your focus will be on targeting new logo prospects and building strong relationships with key decision-makers such as CPOs, CFOs, CIOs, and other customer stakeholders and influencers. By developing trusted advisor-level relationships, you will position Coupa as the preferred partner and create new business opportunities in collaboration with our digital transformation partners.


Your contributions as an Enterprise Account Director will directly impact our success in expanding our market presence and driving revenue growth. Through your strategic approach and deep understanding of our customers' needs, you will establish Coupa as the go-to solution for their business challenges. Your ability to foster trusted relationships with senior executives and key stakeholders will drive new business opportunities and solidify Coupa's position as the Total Spend Platform leader. Join us in shaping the future of enterprise accounts and play an instrumental role in driving the growth and success of Coupa on a global scale.



What You'll Do:
  • Prospecting, building pipeline and selling Coupa 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 & maintaining actionable account plans to guide and develop strategies and identify new business opportunities
  • Providing accurate forecasts and monthly reports to the sales manager to communicate the health of the sales pipeline, significant market trends, and any potential risks that may impact the ability to hit targets


What You Will Bring to Coupa:
  • Consistent track record of exceeding sales quota in a SAAS B2B Software environment
  • Proven track record of successfully selling to and influencing C-level executives at the Enterprise level
  • Strong organizational capability and experience in enterprise account planning
  • Demonstrated ability to sell business value to Finance and Business customers using ROI and TCO models
  • Cross-functional leadership skills, working effectively with diverse teams, including Account Development and Solutions Consulting teams to deliver successful business outcomes


#LI-Remote

#LI-PC1


Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. 


Please be advised that inquiries or resumes from recruiters will not be accepted.


By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.

What You Should Know About Enterprise Account Director UK, Coupa Software, Inc.

Join Coupa as our next Enterprise Account Director UK and be part of a vibrant team at the cutting edge of spend management technology. At Coupa, we’re all about making margins multiply with our groundbreaking total spend management platform that’s fueled by community-generated AI. This role allows you to play a pivotal part in driving growth by prospecting and closing deals with strategic accounts that have over $1 billion in revenue. You’ll engage with key decision-makers—CPOs, CFOs, CIOs—and build trusted relationships that highlight Coupa's unique value proposition. No two days will be the same as you target new opportunities, collaborate with internal teams, and develop strategies tailored to our customers' needs. You’ll embrace the chance to influence business decisions on a global scale, leaving your mark on a company that values collaboration, transparency, and innovation. Coupa empowers you to predict, prescribe, and automate smarter business decisions, showering you with the resources to foster relationships that cement our status as a leader in spend management. If you're ready to position your career within a forward-thinking, inclusive culture, where your contributions directly correlate to our growth, then this is the opportunity for you. Let’s shape the future together at Coupa—your adventure starts here!

Frequently Asked Questions (FAQs) for Enterprise Account Director UK Role at Coupa Software, Inc.
What are the primary responsibilities of an Enterprise Account Director at Coupa?

The Enterprise Account Director at Coupa is responsible for driving growth through prospecting, qualifying, pursuing, and closing deals within strategic accounts. This includes targeting new logo prospects and building relationships with high-level executives, such as CFOs and CIOs, to position Coupa as their preferred partner. The role also involves collaborating with internal teams to develop actionable account plans and providing insightful reports on sales pipeline health.

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What qualifications do I need to become an Enterprise Account Director at Coupa?

To qualify for the Enterprise Account Director position at Coupa, candidates should have a consistent track record of exceeding sales quotas in a SAAS B2B software environment. Successful candidates often have experience influencing C-level executives and demonstrate strong organizational skills in enterprise account planning. Additionally, proficiency in effectively communicating business value using ROI and TCO models is essential.

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How does Coupa's culture support Enterprise Account Directors?

Coupa fosters a collaborative culture that emphasizes transparency and teamwork, essential for an Enterprise Account Director’s role. The company encourages open communication and provides a supportive environment that allows individuals to thrive by sharing best practices and strategies to achieve their goals, ultimately benefiting our clients and driving collective success.

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What impact does the Enterprise Account Director have on Coupa's growth?

The Enterprise Account Director has a direct impact on Coupa's growth by establishing relationships with key industry players and driving revenue through strategic accounts. Their ability to understand customer needs and position Coupa’s solutions effectively contributes to market expansion and solidifies Coupa's position as a leader in total spend management.

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What is the expected career progression for an Enterprise Account Director at Coupa?

An Enterprise Account Director at Coupa can expect a robust career progression in an innovative environment. With consistent performance and achievement, there are opportunities to advance into senior leadership roles within the sales organization. Coupa values internal growth and provides resources and mentorship to ensure employees reach their professional aspirations.

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Common Interview Questions for Enterprise Account Director UK
Can you explain your sales process as an Enterprise Account Director?

When answering this, outline your approach from prospecting to closing. Emphasize how you identify potential clients, build relationships with C-level executives, and work collaboratively with internal teams to create tailored solutions that address client needs. Detail how you maintain organized account plans and leverage insights to close deals effectively.

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How do you prioritize your accounts and prospects?

Discuss how you assess the potential revenue and strategic alignment of prospects. Share your strategy for balancing account management with prospecting new business, explaining how you use data and forecasts to identify priority actions.

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Describe a successful deal you closed in your previous role.

Highlight the details of a specific deal where you engaged with C-level decision-makers, the strategies you employed to close the deal, and the value proposition you communicated. Mention any collaborative efforts with internal teams and the outcome that impacted your previous company's growth.

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What challenges do you anticipate in the Enterprise Account Director role, and how would you address them?

Identify potential challenges, such as competition or shifting market demands, and demonstrate your proactive approaches. Share how you would innovate communication strategies, leverage Coupa’s technology, and foster relationships to overcome these challenges effectively.

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How do you maintain relationships with C-level executives?

Discuss the importance of trust and regular communication to maintain healthy relationships. Provide examples of how you engage with executives to gain insights into their business needs while consistently demonstrating the value Coupa can offer.

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What techniques do you use to create a strong sales pipeline?

Mention the tools and methods you use for prospecting, such as market research, data analysis, and networking engage potential clients effectively. Describe how you manage pipeline stages, eliminate risks, and ensure consistent follow-ups to move prospects toward closing.

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How do you collaborate with other teams at Coupa to achieve your sales goals?

Explain how you work with cross-functional teams such as Solutions Consulting and Account Development to align on strategies and deliver on customer expectations. Providing specific examples might demonstrate how collaboration contributes to your success.

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What metrics do you track to measure your success in sales?

Highlight key performance indicators you consider, such as sales quota attainment, customer retention rates, and pipeline health. Explain how you analyze these metrics to strategically adjust your approach and improve engagement with prospects and clients.

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How do you stay informed about industry trends and the competitive landscape?

Discuss your commitment to continuous learning through resources such as industry publications, webinars, and networking with industry experts. Showcase how staying informed helps you position Coupa effectively and provides value to clients.

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Why do you want to work at Coupa as an Enterprise Account Director?

Express genuine interest in Coupa's mission, culture, and innovative technology. Align your career goals with what Coupa stands for and how you envision contributing to its success, emphasizing the chance to make a significant impact in the spend management space.

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Rise from Within
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Diversity of Opinions
Work/Life Harmony
Transparent & Candid
Growth & Learning
Fast-Paced
Collaboration over Competition
Take Risks
Friends Outside of Work
Passion for Exploration
Customer-Centric
Reward & Recognition
Feedback Forward
Rapid Growth
Medical Insurance
Paid Time-Off
Maternity Leave
Mental Health Resources
Equity
Paternity Leave
Fully Distributed
Flex-Friendly
Some Meals Provided
Snacks
Social Gatherings
Pet Friendly
Company Retreats
Dental Insurance
Life insurance
Health Savings Account (HSA)

Founded in 2006, Coupa Software is a global technology platform for Business Spend Management. This spend optimization software suite focuses on three core spend areas including procurement, accounts payable, and expense management. Coupa is headq...

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Full-time, remote
DATE POSTED
April 19, 2025

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