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 Senior Account Director to Coupa: As a Senior Account Director at Coupa, you will directly and significantly impact our organization by driving account expansion within our existing customer base.  Your role is crucial in maintaining executive sponsorship, understanding the unique business needs of our customers, and developing comprehensive account plans and strategies. By fostering strong relationships and working closely with our Customer Value Managers (CVMs) and other customer-facing teams, you will identify, pitch, and close cross-sell opportunities to drive growth within your assigned accounts. Your contributions will be pivotal in our continued success and market leadership. Through your expertise in account management and deep understanding of our customers' evolving requirements, you will ensure that Coupa remains a trusted partner and delivers exceptional value to our clients. By effectively expanding our customer accounts, you will contribute to our overall growth trajectory and help solidify our position as a leader in the industry. Join us in shaping the future of customer growth at Coupa and make a lasting impact on our organization's success. What You’ll Do Collaborating with customers, Customer Value Managers (CVMs), and internal teams to identify cross-sell opportunities aligned with customer business objectives Developing and executing on an account development strategy to establish Coupa as the leading Total Spend Management platform Creating an account penetration model that enables multi-angle access to key stakeholders within the customer organization Crafting value messaging targeted towards the chief economic buyer in target accounts, aligning with their specific needs and challenges. Partnering with supporting functions such as CVMs, Value Solutions Consultants, and Customer Support to enhance Coupa's brand presence in assigned accounts. What You Will Bring to Coupa A strong SaaS sales background with a proven track record of developing existing Accounts and driving complex multi-stakeholder engagements Domain knowledge in Spend Management would be a plus The ability to identify client pains and develop unique and compelling value propositions that focus on delivering business value to the client Out-of-the-box-thinking and bringing fresh ideas to replace existing solutions with Coupa ́s outstanding Spend Management solutions portfolio, including Coupa Pay and Coupa Supply Chain The estimated pay range for this role is $150,000 - $165,000 + eligibility for commission The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.

• Inbound Lead Qualification: Manage inbound leads by responding to inquiries, identifying potential opportunities, and qualifying prospects based on their needs. • Prospect Engagement: Create interest and excitement around Pressable’s WordPress hosting solutions through initial discovery calls, emails, and chats. • Meeting Scheduling: Set up and schedule meetings for senior sales team members to further engage qualified leads. • Product Education: Educate prospects about Pressable’s features and benefits, ensuring they understand the value of our solutions. • CRM Management: Track interactions with prospects, manage lead data, and update records in our CRM to ensure accurate information and follow-ups. • Collaboration: Work closely with the senior sales team to ensure smooth handoffs for qualified leads and help drive deals forward. • Continuous Learning: Stay up to date with Pressable’s product offerings, industry trends, and evolving best practices for AI-enabled sales execution and customer engagement. • AI-Assisted Sales Execution: Use AI tools to support prospect research, call preparation, follow-up drafting, and deal summarization, ensuring high-quality and timely customer engagement. • Signal & Insight Capture: Leverage call transcripts, summaries, and AI-generated insights to identify customer needs, objections, and next steps, and reflect those clearly in the CRM. • Feedback Loop Participation: Contribute structured feedback surfaced through AI tools (e.g., call analysis, objection trends) to improve sales playbooks, enablement, and product feedback loops. • Own monthly qualified meeting and pipeline generation targets, consistently hitting or exceeding defined conversion and activity benchmarks.

• Manage the full sales cycle from lead generation to closing net new business • Meet or exceed sales quota to drive education and adoption of our Life Sciences products and solutions to Pharma, Med Device, Lab Diagnostics, and DME manufacturers and suppliers. • Demonstrate subject matter expertise and effectively communicate the value within key target accounts in the Life Sciences space • Expand our Life Sciences business, assessing customer needs by selling appropriate Turquoise Health products to Market Access, HEOR/RWE, Gov’t Affairs, Pricing and Strategy teams across top Life Sciences companies in Pharma, Med Device, Lab Diagnostics, and DME manufacturers and suppliers. • Generate new business revenue with core ICP with the ability to expand account revenue and source upsell opportunities within customer accounts • Facilitate customer education around our key products and services with internal and external subject matter experts • Develop deep and meaningful relationships across all aspects of the customer organization from Managers through C-suite executives • Create and execute on account plans and stakeholder engagement strategy that result in net new customer acquisition and revenue expansion within key accounts • Build prospect and customer facing presentations and platform demonstrations • Run discovery and actively problem solve prospect ambiguous business challenges through our solution to create value that drives revenue for the business • Accuracy in forecasting and detailed pipeline management of accounts and quarterly revenue target • Work closely with Business Development, Customer Success, Solutions Engineering, and Marketing to execute GTM strategy at a high performing level • Represent Turquoise Health at industry events, conferences, in-person client meetings, and networking opportunities to enhance visibility with customers and prospects to strategically drive revenue • Drive cross-functional projects and initiatives that scales with departmental and organizational goals • Collaborate with leadership team to define and refine strategic objectives and long-term goals • Implement new data-driven strategies that scale sales processes and drive repeatable revenue for the business

• Identify new sales enterprise opportunities and develop them into high-value opportunities to fuel our growth at Turquoise Health • Consistently meet or exceed aggressive sales quotas • Build relationships and establish communications at the highest executive levels to understand their needs and priorities and to speed up and simplify the deal process • Own the full sales cycle: drive conversion of your pipeline by managing deals from discovery to designing solutions, managing negotiations, procurement activities, and finalizing contracts with the largest companies in healthcare • Collaborate and share customer feedback with Product to identify new offerings to continuously increase the value of Turquoise Health • Excel at managing and using sales and tech tools such as Salesforce, Gong, Outreach, Salesloft, Groove, Jira, etc.