Director, Account Development - Americas

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.
• Tailor coverage by region. Adapt for the differences between North America and Latin America in language, market maturity, buying cycles, and campaign motions, while holding one standard of quality across both.

What You Will Bring to Coupa:

• 8+ years in account development, sales development, or inside sales, including at least 3 years leading a team. Experience managing a distributed team across North America and Latin America is strongly preferred.
• A track record against pipeline targets in B2B enterprise SaaS, with numbers to support it: team attainment, conversion improvements, ramp time, and rep retention.
• Data fluency. You build the funnel model yourself, know your conversion rates from memory, and can explain what moved and why. Fluent in Salesforce reporting, dashboards, and spreadsheets.
• Comfort with technology and AI. You adopt new tools early, form your own view of what they are worth, and have hands-on experience putting AI agents into a go-to-market workflow.
• Working knowledge of the Marketing and RevOps stack that feeds an ADR team: CRM, marketing automation, sales engagement, intent and account intelligence, conversation intelligence, and data enrichment. You know what good configuration looks like and can ask Ops what your team needs to thrive.
• Process orientation. You have built or rebuilt a top-of-funnel operating system: definitions, SLAs, playbooks, QA, enablement, and a cadence a team can actually run.
• Sales instincts and a hands-on habit. You will take the call, write the email, work the sequence, and lead from inside the work.
• Curiosity. About the market, about buyers’ problems, about why a metric changed, and about what new tooling makes possible that was not possible last quarter.
• Executive credibility. You can engage, and coach reps to engage, CFOs, CPOs, and supply chain leaders at Fortune 1000 and enterprise accounts.
• Excellent written and verbal English. Spanish or Portuguese proficiency is a plus given Latin America coverage.
• Procurement, finance, supply chain, or spend management software experience is a plus. An appetite to learn the category is required.
• Bachelor’s degree or equivalent practical experience.