Director, Account Development - Americas
Core
Lead and coach a team of Account Development Representatives to build qualified pipeline for Coupa's Total Spend Management and AI platform across North America and Latin America.
Role type
Senior IC sales director (account development)
Builds
Qualified sales pipeline for B2B enterprise SaaS spend management solutions
Domain
B2B SaaS, Spend Management, Procurement, Finance
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure | physical/clinical work
Required skills
Team leadership and coaching, B2B enterprise SaaS sales, Data fluency and funnel modeling, AI agent adoption and experimentation, Marketing and RevOps stack management, Process design and optimization, Executive stakeholder engagement
Preferred skills
Distributed team management across North America and Latin America, Spanish or Portuguese proficiency, Procurement/finance/supply chain software experience
Technologies
Salesforce, Marketing automation, Sales engagement tools, Intent data platforms, Conversation intelligence tools
Responsibilities
Manage and coach six ADRs through weekly 1:1s and enablement sessions; Own top-of-funnel pipeline numbers and conversion rates; Build playbooks, talk tracks, and persona messaging for CFOs and supply chain leaders; Design and test AI agents for account research and call coaching; Optimize Marketing and RevOps stack configurations; Partner with Growth Marketing and Sales leadership on campaign design and territory coverage; Run structured experiments on channels and messaging; Recruit and ramp ADR talent; Adapt coverage strategies for North America vs. Latin America markets
Seniority
Senior, hands-on IC
