Account Director, Customer Growth

About the role

The Account Director, Customer Growth will lead account expansion within Coupa’s existing customer base. You will maintain executive sponsorship, understand business needs and develop end‑to‑end account plans to drive cross‑sell revenue.

Key responsibilities

• Drive and develop cross‑selling revenue with assigned accounts to meet or exceed quota.
• Collaborate with Customer Value Managers and internal teams to identify and close cross‑sell opportunities aligned with customer objectives.
• Design and execute an account development strategy positioning Coupa as the market leader in Business Spend Management.
• Build an account penetration model to access multiple stakeholders and target the chief economic buyer.
• Partner with Value Solutions Consultants, Customer Support and other functions to strengthen Coupa’s brand in assigned accounts.

Required profile

• Minimum 3 years (Corporate/Medium‑Market) or 5+ years (Enterprise) sales experience in enterprise software.
• Strong SaaS sales background with a proven record of expanding existing accounts and managing complex multi‑stakeholder engagements.
• Domain knowledge in spend management is a plus.
• Ability to identify client pains and craft compelling value propositions that deliver business value.
• Excellent communication, problem‑solving mindset and detail‑orientation.
• Creative, out‑of‑the‑box thinking to replace existing solutions with Coupa’s offering.

Required skills