Account Director, Enterprise Accounts

Account Director, Enterprise Accounts Job Description Template

Our company is looking for a Account Director, Enterprise Accounts to join our team.

Responsibilities:

  • Develop and deliver world-class Executive Sales proposals to C-level prospects;
  • Adopt the concept of Business Value Selling within the context of the Challenger Sale model;
  • Engage with C-level prospects to position Coupa’s enterprise value proposition and drive deals to closure;
  • Forecasting accurately (benchmark +/- 10%);
  • Exceed annual sales targets;
  • Create and execute Field Sales Campaigns to create demand;
  • Align overall value messaging targeted towards the chief economic buyer in target accounts;
  • Implement our Coupa Sales Best Practices;
  • Prospecting, building the pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clients;
  • Develop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to success;
  • Engage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closure;
  • Provide pro-active, trusted thought leadership to target accounts;
  • Co-sell with Resellers and Alliance Partners as needed;
  • Maintain the system of record in Salesforce.com;
  • Build out an account penetration model that encourages multi-angle access into key accounts.

Requirements:

  • Strong executive presence – very comfortable with C-level executives, especially CFOs;
  • Excellent oral and written communication skills;
  • Great at building relationships and working within a team-selling environment;
  • Assertive, Passionate, Consultative, loves to compete and win;
  • Spend management domain expertise desired;
  • Experience with selling SaaS solutions;
  • Expertise in managing multi-stakeholder sales cycles and closing large deals;
  • Organized and specific experience with enterprise account planning;
  • Ability to prospect within greenfield accounts;
  • Strong and demonstrable direct sales experience in the software industry;
  • Must be able to work in a fast-paced and passionate environment;
  • Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
  • Bachelor Degree or equivalent experience required;
  • Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering business value to the client;
  • Consistent track record of achieving/exceeding sales quota (SaaS).