Account Director, Invoice to Pay - 11378

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.

🔹 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.

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As an Account Director focused on Invoice to Pay (I2P) products focused at Finance & AP departments, you will drive new logo penetration within strategic midsized market accounts while serving as a trusted advisor to senior finance leaders. You will also focus on current customer expansion sales and growth in the enterprise large market segment. This role blends sales ownership with deep domain expertise, enabling you to accelerate complex deal cycles and close high-value opportunities.

You will engage C-level stakeholders, build compelling business cases, and partner closely with internal teams to position Coupa as the preferred Invoice to Pay and Total Spend transformation partner

• Prospect, qualify, and close new opportunities within $1B+ revenue accounts, while working closely with internal cross-functional teams and account owners
• Engage CFOs, Treasurers, AP Managers, CPOS CIOs, and senior finance leaders to position Coupa’s I2P and Total Spend value, selling products tailored to fit Finance & AP teams
• Lead discovery, executive workshops, and value-based demonstrations tailored to finance practitioners
• Build ROI, TCO, and value realization models to support executive decision-making
• Develop and execute account and territory plans that drive pipeline and revenue growth
• Partner cross-functionally with sales, solutions consulting, and leadership to advance complex deals
• Shape deal strategy, accelerate pipeline velocity, and manage large and complex sales cycles
• Provide accurate forecasts and insights to sales leadership

• Proven success exceeding quota in mid & enterprise level B2B SaaS sales
• Deep expertise in Invoice-to-Pay, AP Automation, Finance, or FinTech, and Expense/Travel platforms
• Ability to manage a large and expansive territory of both prospect and current customer accounts, while managing a list and optimizing a time/territory balance
• Capability of working independently with strong creative skills to find new and impactful ways of mapping to accounts
• Demonstrated ability to sell complex, transformational solutions to C-level executives
• Strong enterprise account planning and deal orchestration skills
• Ability to translate finance challenges into compelling business value
• Excellent executive communication, presentation, and collaboration skills