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About the Role
As Director, Account Development for the Americas, you will build and coach the team responsible for initiating conversations across North America and Latin America, converting Coupa's market position into qualified pipeline for the region. You will be measured on pipeline creation and quality within prospect accounts.
Responsibilities
- Lead and develop the team, managing and coaching 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, carrying accountability for qualified pipeline creation to deliver solid contributions to closed-won revenue against targets.
- Instrument the funnel end to end, defining, tracking, and defending conversion at every stage to guide team strategy in partnership with sales.
- Build playbooks, creating sequences, talk tracks, objection handling, and persona messaging in partnership with the growth marketing team.
- Implement AI to work inside the team by designing and testing AI agents and automation across account research, prioritization, personalization, call coaching, and follow-up.
- Optimize the Marketing and RevOps stack for account development, partnering with relevant teams on lead routing, scoring, data quality, sequencing, dashboards, and integrations.
- Partner across Growth Marketing and Sales to shape campaign design, lead handoff, response SLAs, and follow-up standards, and align on account planning, territory coverage, and handoff quality.
- Forecast and report with rigor, running capacity and activity models, monthly conversion reviews, and quarterly capacity plans.
- Run structured experiments to test channels, cadences, messaging, and segments, scaling only what data supports.
- Build a talent engine by recruiting, onboarding, and ramping ADR talent, and supporting career paths into AE, marketing, and customer roles.
- Tailor coverage by region, adapting for differences between North America and Latin America while maintaining a high standard of quality.
Requirements
- 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, with supporting data on team attainment, conversion improvements, ramp time, and rep retention.
- Data fluency, including building funnel models, understanding conversion rates, and explaining metric changes.
- Comfort with technology and AI, including adopting new tools and hands-on experience with AI agents in go-to-market workflows.
- Working knowledge of the Marketing and RevOps stack feeding an ADR team (CRM, marketing automation, sales engagement, intent and account intelligence, conversation intelligence, data enrichment).
- Process orientation, with experience building or rebuilding a top-of-funnel operating system.
- Sales instincts and a hands-on habit.
- Curiosity about the market, buyer problems, metrics, and new tooling.
- Executive credibility to engage with CFOs, CPOs, and supply chain leaders at Fortune 1000 and enterprise accounts.
- 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.
Skills
- Account Development
- Sales Development
- Inside Sales
- Team Leadership
- Pipeline Creation
- Pipeline Quality
- Salesforce Reporting
- Dashboard Creation
- Spreadsheet Proficiency
- AI Implementation
- Go-to-Market Strategy
- Marketing Automation
- Sales Engagement
- Intent and Account Intelligence
- Conversation Intelligence
- Data Enrichment
- Process Improvement
- Experimentation
- Talent Acquisition
- Onboarding
- Recruiting
- Executive Engagement
- Written Communication
- Verbal Communication
- Spanish Proficiency (Plus)
- Portuguese Proficiency (Plus)
- Procurement Software (Plus)
- Finance Software (Plus)
- Supply Chain Software (Plus)
- Spend Management Software (Plus)
Location
- Americas
Work Type
- Full-time
Experience Level
- Director
- 8+ years experience
- 3+ years leadership experience
Education Level
- Bachelor's degree or equivalent practical experience
Salary/Compensations
- $164,000 - $185,333 a year
- On-Target Earnings (OTE): $234,000 - $264,667 with a pay mix of 70/30
Benefits
- Global Wellness Days
- Birthday Time-Off
- Volunteer Time Off (VTO)
- Employee Assistance Program (EAP)
- Business Travel Protection
- Referral Bonus Program
- Comprehensive medical/dental insurance
- Retirement/pension plans
- Life or accident protection
About the Company
- Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small.
- Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers.
- We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
- Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
- Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
- Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
Equal Opportunity
- Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment.
- Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.