Executive Sponsorship Accounts Director

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

• 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