Job Overview
Location
Michigan, USA
Job Type
Full-time
Category
Account Manager
Date Posted
February 27, 2026
Full Job Description
đź“‹ Description
- • As a Senior Account Director at Coupa, you will be instrumental in driving significant revenue growth and deepening customer relationships within our existing client portfolio. This pivotal role focuses on expanding Coupa's footprint within our customer base by identifying and capitalizing on opportunities for cross-selling and up-selling our comprehensive suite of Total Spend Management solutions. You will be the primary strategic advisor to a portfolio of key accounts, ensuring they maximize the value derived from their Coupa investment and continuously uncover new avenues for improvement and efficiency.
- • Your core responsibility will be to cultivate and maintain strong, C-level executive relationships within your assigned accounts. This involves understanding their strategic business objectives, pain points, and evolving needs. By acting as a trusted advisor, you will align Coupa's solutions with their business imperatives, demonstrating how our platform can drive tangible business outcomes, such as improved operating margins, enhanced compliance, and greater operational efficiency.
- • You will develop and execute sophisticated account plans for each of your key accounts. These plans will be data-driven and strategic, outlining growth opportunities, key stakeholders, competitive landscapes, and specific initiatives to expand Coupa's penetration. This includes identifying potential new use cases and solutions that address emerging customer challenges.
- • A significant aspect of this role involves proactive identification and pursuit of cross-sell and up-sell opportunities. You will work collaboratively with our Customer Value Managers (CVMs), Sales Engineers, and other internal teams to develop compelling proposals and presentations that articulate the unique value proposition of additional Coupa modules and services.
- • You will be responsible for forecasting revenue accurately for your territory and achieving ambitious sales targets. This requires a deep understanding of the sales cycle, negotiation skills, and the ability to manage complex sales processes involving multiple stakeholders within the customer organization.
- • You will serve as the voice of the customer internally, providing valuable feedback to our Product, Marketing, and Customer Success teams. This ensures that Coupa's offerings continue to evolve and meet the dynamic needs of the market.
- • Success in this role means not only meeting but exceeding revenue expansion targets. It also means fostering long-term, mutually beneficial partnerships with our customers, positioning Coupa as an indispensable strategic partner for their spend management needs.
- • You will leverage Coupa's AI-powered insights and industry-leading platform, which is informed by trillions of dollars in spend data across a global network, to provide strategic recommendations and demonstrate quantifiable ROI to your clients.
- • This role requires a proactive, results-oriented individual who thrives in a fast-paced, dynamic environment. You will be empowered to make strategic decisions, drive initiatives, and directly contribute to Coupa's continued market leadership and growth.
- • By effectively managing and expanding your account portfolio, you will play a critical role in Coupa's overall success, contributing to our mission of empowering businesses to achieve greater financial agility and operational excellence.
- • You will be expected to understand the competitive landscape and articulate Coupa's differentiated value proposition against alternative solutions.
- • This position demands a strategic thinker with a proven track record of managing complex enterprise accounts and driving significant revenue growth through strategic account management and consultative selling.
- • You will be a key player in ensuring customer retention and satisfaction by consistently delivering value and exceeding expectations.
🎯 Requirements
- • Proven track record of success in enterprise software sales, specifically in account management and revenue expansion within an existing customer base.
- • Demonstrated ability to build and maintain strong relationships with C-level executives and key stakeholders within large organizations.
- • Deep understanding of the sales process, including prospecting, qualification, negotiation, and closing complex deals.
- • Excellent communication, presentation, and interpersonal skills, with the ability to articulate complex solutions and their business value.
- • Strategic thinking and planning capabilities, with a proven ability to develop and execute comprehensive account plans.
🏖️ Benefits
- • Competitive salary and commission structure.
- • Comprehensive health, dental, and vision insurance.
- • Generous paid time off and holidays.
- • Opportunities for professional development and career advancement.
- • Collaborative and innovative work environment.
Skills & Technologies
Senior
Onsite
About Coupa Software Inc.
Coupa Software provides a cloud-based Business Spend Management platform that unifies procurement, invoicing, expense management, sourcing, contract lifecycle, supplier risk, payments, treasury, and analytics into a single user experience. It automates workflows, enforces policy and compliance, delivers real-time visibility, and leverages AI-driven insights to help global enterprises control spend, improve margins, and reduce risk across direct and indirect goods, services, and contingent labor.
