Senior Account Director, Enterprise – Intake & Orchestration

Coupa Software

. Build, develop, and manage a pipeline of enterprise opportunities for Coupa Intake & Orchestration .

Posted 10/15/2026full-timeRemote • Colorado • United StatesSenior💰 $150,000 - $170,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in enterprise B2B SaaS sales, focusing on digital transformation and orchestration initiatives. Proven ability to engage C-level executives, build executive-level business cases, and navigate complex enterprise buying processes.

Highest-signal resume keywords

Enterprise B2B SaaS SalesDigital TransformationOrchestrationValue-Selling CapabilitiesPipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Sales CyclesROI ModelsWorkflow AutomationEnterprise Technology EcosystemsAccount PlanningForecastingStakeholder MappingBusiness Process UnderstandingTransformation RoadmapsAutomation Opportunities

Soft Skills

Relationship BuildingCommunication with C-SuiteCross-Functional LeadershipDiscovery SkillsConsultative Selling

Tools & Technologies

Workflow PlatformsIntegrationsAI TechnologiesIntelligent AutomationEnterprise Software

Industry Keywords

Enterprise AccountsProcurementFinanceITShared ServicesOperationsTransformation LeadersBuying CommitteesOperational EfficiencyBusiness Value Propositions

About the role

Key responsibilities & impact

Build, develop, and manage a pipeline of enterprise opportunities for Coupa Intake & Orchestration
Prospect into strategic enterprise accounts and identify transformation opportunities
Engage C-level executives and senior functional leaders to understand priorities and position business value
Lead complex, multi-stakeholder enterprise sales cycles from discovery through negotiation and close
Understand customer processes, technology ecosystems, and transformation priorities
Identify orchestration and automation use cases across enterprise functions
Help customers develop transformation roadmaps
Build executive-level business cases using ROI, TCO, productivity, adoption, cycle-time, and operational-efficiency metrics
Navigate complex buying groups across business leadership, IT, security, enterprise architecture, procurement, operations, and transformation teams
Collaborate with Coupa Account Directors on opportunities and account strategies
Partner with Solutions Consulting on discovery and tailored demonstrations
Collaborate with consulting, implementation, and digital transformation partners
Develop account and opportunity plans, stakeholder maps, competitive positioning, and paths to close
Maintain accurate pipeline management and forecasting
Serve as a subject-matter expert and advocate for Intake & Orchestration across Coupa

Requirements

What you’ll need

Consistent track record of meeting or exceeding quota in enterprise B2B SaaS or enterprise software sales
Proven success closing complex six- and seven-figure enterprise technology transactions
Demonstrated experience selling technology solutions tied to digital transformation, process transformation, workflow automation, orchestration, or enterprise modernization initiatives
Strong understanding of enterprise orchestration and digital transformation projects
Ability to understand complex business processes and translate them into technology and business-value propositions
Experience selling solutions spanning multiple business functions and aligning business and IT stakeholders
Understanding of enterprise technology ecosystems, systems of record, workflow platforms, integrations, automation, and orchestration
Experience selling into Procurement, Legal, Finance, IT, Shared Services, Operations, or other enterprise functions
Ability to build trusted relationships and communicate credibly with C-suite executives, transformation leaders, operational stakeholders, and technical teams
Strong value-selling capabilities, including executive-level business cases, ROI models, and measurable transformation outcomes
Experience navigating complex enterprise buying committees and consultative sales cycles
Strong discovery skills for identifying fragmented processes, manual work, poor user experiences, disconnected technology, and automation opportunities
Working knowledge of AI, intelligent automation, workflow automation, and emerging agentic technologies
Strong enterprise account planning, pipeline management, forecasting, and organizational skills
Ability to lead effectively across cross-functional teams

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, including medical, safety, pre-trip planning, and emergency support
Monetary referral bonuses for successful employee referrals
Location-specific medical and dental insurance
Retirement/pension plans
Life or accident protection