Senior Account Director, Enterprise – Intake & Orchestration

This is a fully remote position, open to applicants in Colorado.

📋 Description

• Develop, manage, and enhance a pipeline of enterprise opportunities for Coupa Intake & Orchestration.

• Target strategic enterprise accounts to uncover transformation opportunities.

• Engage with C-level executives and senior functional leaders to grasp their priorities and articulate business value.

• Direct complex, multi-stakeholder enterprise sales processes from initial discovery through negotiation and closing.

• Comprehend customer processes, technology landscapes, and transformation objectives.

• Identify orchestration and automation applications across enterprise functions.

• Assist clients in creating transformation roadmaps.

• Construct executive-level business cases utilizing metrics such as ROI, TCO, productivity, adoption, cycle time, and operational efficiency.

• Navigate intricate buying groups involving business leadership, IT, security, enterprise architecture, procurement, operations, and transformation teams.

• Collaborate with Coupa Account Directors on opportunities and overall account strategies.

• Partner with Solutions Consulting for discovery sessions and customized demonstrations.

• Work alongside consulting, implementation, and digital transformation partners.

• Formulate account and opportunity plans, stakeholder maps, competitive positioning, and strategies to close deals.

• Ensure accurate pipeline management and forecasting.

• Act as a subject-matter expert and champion for Intake & Orchestration within Coupa.

⛳️ Requirements

• Proven track record of consistently meeting or surpassing quotas in enterprise B2B SaaS or enterprise software sales.

• Demonstrated success in closing complex six- and seven-figure enterprise technology deals.

• Experience selling technology solutions related to digital transformation, process transformation, workflow automation, orchestration, or enterprise modernization initiatives.

• Strong understanding of enterprise orchestration and digital transformation projects.

• Ability to interpret complex business processes and convert them into technology and business-value propositions.

• Experience in selling solutions that span multiple business functions and align both business and IT stakeholders.

• Familiarity with enterprise technology ecosystems, systems of record, workflow platforms, integrations, automation, and orchestration.

• Experience selling to Procurement, Legal, Finance, IT, Shared Services, Operations, or other enterprise functions.

• Capability to build trusted relationships and communicate effectively with C-suite executives, transformation leaders, operational stakeholders, and technical teams.

• Strong value-selling skills, including the creation of executive-level business cases, ROI models, and demonstrable transformation outcomes.

• Experience navigating complex enterprise buying committees and consultative sales cycles.

• Excellent discovery skills for identifying fragmented processes, manual tasks, poor user experiences, disconnected technology, and automation opportunities.

• Working knowledge of AI, intelligent automation, workflow automation, and emerging agentic technologies.

• Strong skills in enterprise account planning, pipeline management, forecasting, and organization.

• Ability to lead effectively across cross-functional teams.

🏝️ Benefits

• Two company-wide paid wellness days off each year.

• Paid day off on your birthday or another day within your birthday month.

• 40 hours of paid volunteer time off annually.

• Free, confidential, 24/7/365 Employee Assistance Program counseling and resources.

• Business travel protection, including medical, safety, pre-trip planning, and emergency support.

• Monetary referral bonuses for successful employee referrals.

• Location-specific medical and dental insurance.

• Retirement/pension plans.

• Life or accident protection.