Sr Account Director, Enterprise - Intake & Orchesration

Coupa Software • Denver, CO

7d

About The Position

Coupa is hiring a Sr Account Director to build and manage enterprise opportunities for its Intake & Orchestration offering. The role focuses on helping large organizations transform intake, workflows, and cross-functional business processes by connecting systems, automating work, improving employee experiences, and accelerating business outcomes.

The Sr Account Director prospects and develops strategic enterprise accounts, engages C-suite executives and senior functional leaders, and leads complex sales cycles from discovery and solution development through business-case creation, negotiation, and close. The role requires understanding customers’ existing processes, technology ecosystems, and transformation priorities, then translating those needs into a compelling future-state vision and measurable business value.

The position works closely with Coupa Account Directors, Solutions Consulting, Product, Customer Success, Services, and external partners. It also serves as an Intake & Orchestration subject-matter expert and advocate across Coupa. Compensation is listed as $150,000–$170,000, with on-target earnings of $300,000–$340,000 and a 50/50 pay mix. Starting salary depends on permissible, non-discriminatory factors, including skills, experience, and geographic location.

Requirements

• Consistent track record of meeting or exceeding quota in enterprise B2B SaaS or enterprise software sales.
• Proven success closing complex six- and seven-figure enterprise technology transactions.
• Experience selling complex technology solutions tied to digital transformation, process transformation, workflow automation, orchestration, or enterprise modernization initiatives.
• Strong understanding of enterprise orchestration and digital transformation projects, including how organizations redesign processes across people, systems, data, and AI.
• Ability to understand complex business processes, identify inefficiencies and transformation opportunities, and translate them into compelling technology and business-value propositions.
• Experience selling solutions that span multiple business functions and require alignment between business and IT stakeholders.
• Understanding of enterprise technology ecosystems, including systems of record, workflow platforms, integrations, automation, and orchestration.
• Experience selling into Procurement, Legal, Finance, IT, Shared Services, Operations, or other enterprise functions.
• Ability to build trusted relationships and communicate credibly with C-suite executives, transformation leaders, operational stakeholders, and technical teams.
• Strong value-selling capabilities, including experience developing executive-level business cases, ROI models, and measurable transformation outcomes.
• Experience navigating complex enterprise buying committees and consultative sales cycles.
• Strong discovery skills and ability to uncover fragmented processes, manual work, poor user experiences, disconnected technology, and opportunities for automation and orchestration.
• Working knowledge of AI, intelligent automation, workflow automation, and emerging agentic technologies and their application to enterprise business processes.
• Strong enterprise account planning, pipeline management, forecasting, and organizational skills.
• Ability to lead effectively across cross-functional teams, including Account Directors, Solutions Consulting, Product, Customer Success, Services, and partners.

Responsibilities

• Build, develop, and manage a pipeline of enterprise opportunities for Coupa Intake & Orchestration.
• Prospect strategic enterprise accounts and identify opportunities to transform intake, workflow, and cross-functional business processes.
• Engage C-level executives and senior functional leaders to understand strategic priorities and position the business value of intake and orchestration.
• Lead complex, multi-stakeholder enterprise sales cycles from discovery and solution development through business case, negotiation, and close.
• Understand customers’ existing processes, technology ecosystems, and transformation priorities and translate them into a compelling future-state vision.
• Identify high-value orchestration and automation use cases across Procurement, Legal, Finance, IT, Shared Services, and other enterprise functions.
• Help customers develop transformation roadmaps showing how orchestration can connect systems, automate processes, improve employee experiences, and accelerate business outcomes.
• Build executive-level business cases using ROI, TCO, productivity, adoption, cycle-time, and operational-efficiency metrics.
• Navigate complex buying groups spanning business leadership, IT, security, enterprise architecture, procurement, operations, and transformation teams.
• Collaborate with Coupa Account Directors to identify Intake & Orchestration opportunities within strategic accounts and develop coordinated account strategies.
• Partner with Solutions Consulting to lead discovery and develop tailored demonstrations based on customer processes, pain points, and transformation objectives.
• Collaborate with consulting, implementation, and digital transformation partners to develop and execute strategic opportunities.
• Develop and maintain account and opportunity plans, including stakeholder maps, competitive positioning, transformation drivers, and clear paths to close.
• Maintain accurate pipeline management and forecasting while proactively identifying deal risks and opportunities.
• Serve as a subject-matter expert and advocate for Intake & Orchestration across Coupa.

Benefits

• Two designated company-wide paid wellness days each year.
• A paid day off on the employee’s birthday or another day of their choice during their birthday month.
• 40 hours of paid volunteer time off annually.
• Free, confidential, 24/7/365 Employee Assistance Program offering emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business travel medical, safety, pre-trip planning, and emergency support through Zurich Travel Assist.
• Monetary referral bonuses for successful employee referrals.
• Location-specific benefits packages that include medical and dental insurance, retirement or pension plans, and life or accident protection.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed