.Senior Account Director, Enterprise Accounts Canada Company: Coupa Software (NASDAQ:COUP) Coupa Software, a leader in business spend management (BSM), has been certified as a Great Place to Work. We deliver Value as a Service by helping our customers maximize their spend under management, achieve significant cost savings, and drive profitability. Coupa provides a unified, cloud-based spend management platform that connects hundreds of organizations representing the Americas, EMEA, and APAC with millions of suppliers globally. Core Values: Ensure Customer Success - Obsessive and unwavering commitment to making customers successful. Focus On Results - Relentless focus on delivering results through innovation and a bias for action. Strive For Excellence - Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability. Responsibilities: Exceed annual sales targets. Develop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to success. Prospecting, building pipeline, and selling Coupa cloud-based spend management solutions to enterprise clients. Engage with C-level prospects to position Coupa's enterprise value proposition and quarterback the deal to closure. Adopt the concept of Business Value Selling within the context of the Challenger Sale model. Provide proactive, trusted thought leadership to target accounts. Co-sell with Alliance Partners as needed. Orchestrate client and internal teams to collaboratively build Joint Vision Roadmaps. Create and execute Field Sales Campaigns to create demand. Maintain the system of record in forecasting accurately (benchmark -/- 10%). Build out an account penetration model that encourages multi-angle access into key accounts. Requirements: Minimum 5 years of direct sales experience in the software industry. Consistent track record of achieving/exceeding sales quota (on premise and SaaS). Strong executive presence - very comfortable with C-level executives, especially CFOs. Expertise in managing multi-stakeholder sales cycles and closing large deals. Ability to prospect within greenfield accounts. Organized and specific experience with enterprise account planning. Focused on selling business value to Finance and Business stakeholders using ROI and TCO models. Ability to identify enterprise client pains and develop unique and compelling value propositions. Equally successful at engaging with all levels in an organization. Assertive, passionate, consultative, loves to compete and win. Great at building relationships and working within a team-selling environment. Excellent oral and written communication skills. Experience with selling SaaS solutions. Spend management domain expertise desired. Must be able to work in a fast-paced and passionate environment. Bachelor Degree or equivalent experience required