Director, Account Development - Americas

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. Why join Coupa? 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. Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. The Impact of a Director, Account Development - Americas at Coupa: 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. Use those rates to decide where the team goes next and why, in partnership with the sales organization.

- Build the playbooks. Create the sequences, talk tracks, objection handling, and persona messaging in partnership with the growth marketing team that make Total Spend Management and agentic AI concrete for a CFO, CPO, CIO or supply chain leader. - Put AI to work inside the team. Design and test AI agents and automation across account research, prioritization, personalization, call coaching, and follow-up, then rework the team’s workflows around what actually performs. Heavy focus here will be on finding step-level changes in the ADR team ways of working through experimentation. - Optimize the Marketing and RevOps stack for account development. You will not own these systems, but you will own how well they serve your team. Partner with Marketing Ops, Demand Generation, Account-Based Marketing and RevOps on lead routing, scoring, data quality, sequencing, dashboards, and integrations, and make a clear, evidence-based case for the configuration and changes your reps need. - Partner across Growth Marketing and Sales. Shape campaign design, lead handoff, response SLAs, and follow-up standards with Growth Marketing. Align on account planning, territory coverage, and handoff quality with Americas Sales leadership. - Forecast and report with rigor. Run capacity and activity models, monthly conversion reviews, and quarterly capacity plans, with a clear point of view on where the next dollar of headcount or tooling belongs. - Run structured experiments. Test channels, cadences, messaging, and segments one variable at a time, write down what you learn, and scale only what the data supports. - Build a talent engine. Recruit, onboard, and ramp ADR talent, and support a visible path from ADR into AE, marketing, and customer roles so the team becomes a source of talent for the wider Americas organization.