Full-Time

Enterprise Sales Development Manager

Updated on 5/17/2024

Coupa Software

Coupa Software

1,001-5,000 employees

Business spend management platform leveraging AI

AI & Machine Learning
Data & Analytics
Financial Services

Senior

Chicago, IL, USA

Required Skills
Sales
Segment
Salesforce
Marketing
Requirements
  • 3+ years successful management of Inside Sales / Account Development team or comparable experience
  • 5+ years of experience in a solution selling environment
  • Bachelor’s degree required
  • Salesforce.com experience required
  • Experience in building highly effective and efficient prospecting campaigns
  • Experience selling enterprise cloud applications
  • Entrepreneurial, disciplined leader who gets the best out of his / her team
  • Sandler Selling and/or J. Barrows training a plus
Responsibilities
  • Recruit, Hire, Grow, and Retain high energy, results driven outbound Account Development Representatives
  • Own all growth strategies for the ADR segment
  • Design and execute a plan for long term predictable pipeline generation
  • Create and foster a performance-driven culture among ADRs
  • Develop target prospecting plan with key personas and vertical targets
  • Focus on ADR productivity, day-to-day operations, and monitor ADR productivity
  • Train ADRs on questioning techniques, objection handling strategies, storytelling, and messaging
  • Maintain weekly 1:1s with ADRs for coaching and development
  • Develop & manage reports and dashboards in Salesforce.com
  • Work with marketing team to drive effective campaigns
  • Report individual and team results and metrics to Sales Leadership team
  • Bring a perspective and contribute to opportunities for improvement

Coupa offers a Business Spend Management platform that unifies source-to-pay processes, cash management, and supply chain design, leveraging AI-driven technologies to provide real-time insights and visibility for operational excellence.

Company Stage

IPO

Total Funding

$373.1M

Headquarters

San Mateo, California

Founded

2006

Growth & Insights
Headcount

6 month growth

-1%

1 year growth

-13%

2 year growth

-7%

Benefits

Insurance Package

Family Support

Legal Assistance

Student Loan Assistance

Employee Assistance

Discounts