Account Director, Invoice to Pay - 11378

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.

What You'll Do:

• 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

What You Will Bring to Coupa:

• 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

 

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .