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Director, Account Development - Americas

23 hours, 54 minutes ago
United States
Full-time
Executive
Business Development
Sales and Business Development
CRM Salesforce
Apply Now
Coupa Software

Coupa Software

Coupa Software is the premier cloud-based finance platform, empowering companies worldwide to optimize spend, boost profits, and reduce costs with a comprehensive suite of modules.

Internet Software & Services
1K-5K
Founded 2006
View All Jobs 19

Description

  • Lead and coach six ADRs across North America and Latin America through regular coaching, call reviews, and enablement.
  • Own qualified pipeline creation and contribution to closed-won revenue against regional targets.
  • Define, monitor, and improve funnel conversion metrics from lead generation through closed-won opportunities.
  • Create sequences, talk tracks, objection handling, and persona-based messaging for enterprise buyers.
  • Design and test AI agents and automation for research, prioritization, personalization, coaching, and follow-up.
  • Partner with Marketing Operations, Demand Generation, ABM, and RevOps to optimize routing, scoring, data quality, sequencing, dashboards, and integrations.
  • Align with Growth Marketing and Sales leadership on campaigns, lead handoffs, territory coverage, and follow-up standards.
  • Run capacity models, conversion reviews, forecasts, and quarterly plans for headcount and tooling.
  • Conduct structured experiments across channels, messaging, cadences, and segments, scaling data-supported approaches.
  • Recruit, onboard, and develop ADR talent while adapting coverage for North and Latin American markets.

Requirements

  • 8+ years of experience in account development, sales development, or inside sales, including at least 3 years managing a team.
  • Experience leading distributed teams across North America and Latin America is strongly preferred.
  • Proven record of meeting pipeline targets in B2B enterprise SaaS, supported by team attainment, conversion, ramp, and retention metrics.
  • Strong data skills, including Salesforce reporting, dashboards, spreadsheets, funnel modeling, and conversion analysis.
  • Hands-on experience applying AI agents and automation in go-to-market workflows.
  • Working knowledge of CRM, marketing automation, sales engagement, intent and account intelligence, conversation intelligence, and data enrichment tools.
  • Experience building or improving top-of-funnel processes, including SLAs, playbooks, quality assurance, enablement, and operating cadences.
  • Hands-on sales approach with the ability to engage executive buyers at enterprise and Fortune 1000 accounts.
  • Excellent written and verbal English; Spanish or Portuguese proficiency is preferred.
  • Procurement, finance, supply chain, or spend management software experience is preferred.
  • Bachelor’s degree or equivalent practical experience.

Benefits

  • Two company-wide paid wellness days annually.
  • Paid birthday time off.
  • 40 hours of paid volunteer time off annually.
  • 24/7 confidential Employee Assistance Program with emotional, financial, legal, and parenting support.
  • Location-specific medical, dental, retirement or pension, and life or accident protection benefits.
  • Business travel medical, safety, and emergency support.
  • Employee referral bonuses.

Interested in this position?

Apply directly on the company website

Apply Now

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