Director, Account Development – Americas
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Job Description
Director leading account development across the Americas for Coupa’s AI-powered spend management platform. Building teams, optimizing funnels, and creating qualified enterprise pipeline.
Responsibilities:
- 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:
- 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:
- 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
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