Sr. Account Director, Enterprise SALES Northeast

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.

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

Drive Growth, Own Accounts, Crush Quota. At Coupa, we’re looking for a Senior Enterprise Account Executive – Customer Growth to own strategic enterprise accounts, expand adoption, and deliver measurable ROI. You’ll work with executive sponsors, finance, and procurement leaders to uncover opportunities, influence outcomes, and grow revenue. This isn’t just a sales job—it’s your chance to build relationships, shape strategy, and exceed quota in a high-impact, hyper-growth environment.

As a Senior Enterprise Account Executive – Customer Growth, you’re not just selling, you’re driving the growth engine for Coupa’s most strategic customers. You’ll expand enterprise accounts, increase adoption, and deliver measurable ROI that transforms how our clients manage spend. Every deal you close, every upsell you execute, directly fuels revenue and accelerates Coupa’s market leadership.

You’re a hunter and a trusted advisor. You’ll identify opportunities, break through barriers, and land deals that others think are too complex. You’ll work closely with executives, finance, procurement, and operational leaders to deliver real business impact. You don’t wait for leads, you create them.

As a solution expert, you understand our platform and how it solves today’s challenges while positioning clients for tomorrow. You translate value into action, influencing adoption, expansion, and long-term partnerships.

As a strategist, you shape account strategies, share best practices with the team, and elevate Coupa’s presence in the enterprise landscape.

• Own enterprise accounts end-to-end: drive expansion, upsells, and renewals. Partner with executive sponsors and cross-functional teams to deliver high-value solutions.
• Identify growth opportunities using data, insight, and a relentless focus on ROI.
• Build strong pipelines, execute efficient sales cycles, and consistently hit and exceed quota.
• Represent Coupa at C-level meetings, industry events, and customer forums—your influence opens doors and creates impact.
• Be adaptable and innovative—bring ideas to improve processes, messaging, and engagement in a hyper-growth environment.

• 5+ years of enterprise SaaS sales experience, ideally in Finance, Procurement, or related verticals.
• Proven track record of exceeding quota and growing strategic accounts.
• Exceptional ability to navigate complex organizations, influence executives, and close high-value deals.
• Self-driven, organized, and relentless in pursuing growth opportunities.
• Strong communication, presentation, and negotiation skills.
• Proficiency with Salesforce, Linked In Sales Navigator, Outreach, and other sales engagement tools.

• Experience selling to procurement, finance, IT, legal

Base: $155,000–$165,000 USD + 50/50 commission, OTE $310,000–$330,000 USD.

Uncapped upside—your performance drives your earnings. The role provides the opportunity to increase commission through over achievement. Salary for this role is determined based on factors such as location, relevant experience, education, and unique skills or expertise—your background and results help…