Director, Account Development – Americas

Coupa Software

. Manage and coach six ADRs across North America and Latin America through weekly 1:1s, call and email reviews, and enablement sessions .

Posted 9/23/2026full-timeRemote • Texas • United StatesLead💰 $164,000 - $185,333 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing and coaching sales development teams across North America and Latin America, with a strong focus on pipeline creation, conversion rate tracking, and the integration of AI agents into sales workflows. Proficient in leveraging CRM and marketing automation tools to enhance team performance and drive revenue growth.

Highest-signal resume keywords

Team LeadershipB2B Enterprise SaaS Pipeline ManagementSalesforce Reporting and DashboardsAI Agent ImplementationAccount Development Strategy

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account DevelopmentSales DevelopmentPipeline CreationConversion Rate TrackingAI Agent DesignData Quality ManagementSales EngagementTeam Cadence DevelopmentMetrics AnalysisTop-of-Funnel Operating System

Soft Skills

CoachingCommunicationCollaborationAdaptabilityMentoring

Tools & Technologies

SalesforceCRM SoftwareMarketing AutomationConversation IntelligenceData Enrichment Tools

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

B2BEnterprise AccountsProcurementFinanceSupply ChainSpend Management

About the role

Key responsibilities & impact

Manage and coach six ADRs across North America and Latin America through weekly 1:1s, call and email reviews, and enablement sessions
Own qualified pipeline creation and contributions to closed-won revenue against targets
Define, track, and defend conversion rates throughout the funnel
Create sequences, talk tracks, objection handling, and persona messaging with Growth Marketing
Design and test AI agents and automation for account research, prioritization, personalization, call coaching, and follow-up
Partner with Marketing Ops, Demand Generation, Account-Based Marketing, and RevOps on routing, scoring, data quality, sequencing, dashboards, and integrations
Shape campaign design, lead handoff, response SLAs, and follow-up standards with Growth Marketing
Align account planning, territory coverage, and handoff quality with Americas Sales leadership
Run capacity and activity models, monthly conversion reviews, and quarterly capacity plans
Test channels, cadences, messaging, and segments and scale data-supported approaches
Recruit, onboard, and ramp ADR talent
Support career paths from ADR into AE, marketing, and customer roles
Adapt coverage for North America and Latin America while maintaining consistent quality standards

Requirements

What you’ll need

8+ years in account development, sales development, or inside sales
At least 3 years leading a team
Experience managing a distributed team across North America and Latin America strongly preferred
Track record against pipeline targets in B2B enterprise SaaS
Experience with team attainment, conversion improvements, ramp time, and rep retention metrics
Fluency in Salesforce reporting, dashboards, and spreadsheets
Hands-on experience putting AI agents into a go-to-market workflow
Working knowledge of CRM, marketing automation, sales engagement, intent and account intelligence, conversation intelligence, and data enrichment
Experience building or rebuilding a top-of-funnel operating system, including definitions, SLAs, playbooks, QA, enablement, and team cadence
Executive credibility 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
Bachelor’s degree or equivalent practical experience
Appetite to learn the procurement, finance, supply chain, or spend management category

Benefits

Comp & perks

Two company-wide paid wellness days off each year
Paid day off on your birthday or another day within your birthday month
40 hours of paid volunteer time off annually
Free, confidential, 24/7/365 Employee Assistance Program counseling and resources
Business travel protection through Zurich Travel Assist
Monetary referral bonuses for successful referrals
Location-specific comprehensive medical/dental insurance
Location-specific retirement/pension plans
Location-specific life or accident protection