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 Executive Sponsorship Accounts Director at Coupa:
You will be responsible for orchestrating executive-level customer engagement across the company’s most strategic accounts owned by P&T organization. This role sits at the intersection of customers, executive leadership within P&T, product, sales, services and partners, ensuring a unified, valuedriven, and outcome-oriented customer experience. You will prepare executives for high-impact customer interactions, including briefings, agendas, and follow-ups. Partner with Key Account teams to pair and enable internal executive sponsors with customer executives, ensuring clear objectives and engagement plans.
What You'll Do:
Own and lead the Customer Office for a defined portfolio of strategic and global enterprise customers
Establish and run executive governance models, including participating in QBRs, Executive Steering , and escalation forums
Ensure consistent, outcome-focused executive touchpoints that reinforce customer value and strategic alignment
Track executive engagement effectiveness and sentiment across sponsored accounts
Serve as the primary executive escalation point, ensuring timely resolution of critical issues and risks
Build deep relationships with Sales and leadership teams
Define and track customer success and value realization frameworks aligned to customer business objectives along with the Key Sales/Account team
Ensure the Account team has a proactive plan in place to manage customer lifecycle journey
Define along with Account team a clear engagement plan for Product Executives to engage with Customer Executives
Identify early warning signals related to customer health, satisfaction, or adoption
Partner with Customer Success, Professional Services, and Support to drive adoption, renewal readiness, and expansion
Orchestrate cross-functional account teams across Sales, Customer Success, Product, Engineering, Services, and Partners
Act as the single point of coordination for executive engagement across Sales, Customer Success, Product, Support, and Services
Align internal teams around executive priorities and commitments
Facilitate resolution of executive-level issues and escalations
Influence product roadmap priorities by bringing structured, executive-level customer feedback into the organization
Support renewals, expansions, and upsell motions through executive sponsorship and partnership with Product teams
Identify whitespace and innovation opportunities within customer organizations
Contribute to account planning and long-term customer strategy in partnership with Sales Leadership
Champion the Voice of the Customer within the internal teams - primarily Product teams and key account teams
Develop customer advocates, references, and case studies
Represent customers internally to ensure decisions are grounded in real-world customer impact
What You Will Bring to Coupa:
8+ years of experience in enterprise software, SaaS, or digital transformation roles
Experience operating a Customer Office or Executive Engagement model
Background in procurement, finance, supply chain, or enterprise transformation
Proven track record managing C-level relationships at large, complex global customers
Strong background in Product Management, Customer Success, Account Management, Consulting, or Program Leadership
Experience leading cross-functional teams without direct authority
Exceptional communication, facilitation, and influencing skills
MBA or equivalent advanced degree
Experience working with global, multi-region customers
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.
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