[Hiring] Director, Account Development @Coupa Software

Role Description

As Director, Account Development for the Americas, you build and coach the team that starts those conversations across North America and Latin America, and you turn Coupa’s position in the market into qualified pipeline for the region. You will be measured on pipeline creation and pipeline quality within prospect accounts, and you will be close enough to the daily work to explain why every number moved.

What You'll Do:

• Lead and develop the team.
• Manage and coach six ADRs across North America and Latin America through weekly 1:1s, live call and email reviews, and ongoing enablement sessions.
• Own the Americas top-of-funnel number.
• Carry accountability for qualified pipeline created to deliver solid contributions to closed-won revenue against targets set.
• Instrument the funnel end to end.
• Define, track, and defend conversion at every stage: lead to accepted, accepted to meeting held, meeting to qualified opportunity, and opportunity to closed-won.
• Build the playbooks.
• Create the sequences, talk tracks, objection handling, and persona messaging in partnership with the growth marketing team.
• Put AI to work inside the team.
• Design and test AI agents and automation across account research, prioritization, personalization, call coaching, and follow-up.
• Optimize the Marketing and RevOps stack for account development.
• Partner across Growth Marketing and Sales.
• Forecast and report with rigor.
• Run structured experiments.
• Build a talent engine.
• Tailor coverage by region.

Qualifications

• 8+ years in account development, sales development, or inside sales, including at least 3 years leading a team.
• Experience managing a distributed team across North America and Latin America is strongly preferred.
• A track record against pipeline targets in B2B enterprise SaaS.
• Data fluency.
• Comfort with technology and AI.
• Working knowledge of the Marketing and RevOps stack that feeds an ADR team.
• Process orientation.
• Sales instincts and a hands-on habit.
• Curiosity about the market and buyers’ problems.
• Executive credibility.
• Excellent written and verbal English; Spanish or Portuguese proficiency is a plus.
• Procurement, finance, supply chain, or spend management software experience is a plus.
• An appetite to learn the category is required.
• Bachelor’s degree or equivalent practical experience.

Requirements

• $164,000 - $185,333 a year
• On-Target Earnings (OTE): $234,000 - $264,667 with a pay mix of 70/30
• The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

Benefits

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year.
• Birthday Time-Off: Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (VTO): 40 hours of paid VTO annually to support community initiatives.
• Employee Assistance Program (EAP): Access free, confidential counseling and resources.
• Business Travel Protection: Medical, safety, pre-trip planning, and emergency support during business travel.
• Referral Bonus Program: Receive generous monetary referral bonuses for successful hires.
• Highly competitive, location-specific benefits packages tailored to your primary work location.