Manager – Enterprise ADR/BDR/SDR
Posted on 3/20/2024
Coupa Software

1,001-5,000 employees

Business spend management
Company Overview
Coupa wants to transform the way that businesses manage their spend.
Data & Analytics
AI & Machine Learning
Financial Services

Company Stage

N/A

Total Funding

$373.1M

Founded

2006

Headquarters

San Mateo, California

Growth & Insights
Headcount

6 month growth

-2%

1 year growth

-15%

2 year growth

0%
Locations
Chicago, IL, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Segment
Salesforce
Marketing
CategoriesNew
Sales & Account Management
Inside Sales
Strategic Account Management
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
  • Create and foster a performance-driven culture
  • Create a target prospecting plan of key personas and vertical targets
  • Focus on ADR productivity, day-to-day operations, monitor and track ADR productivity
  • Train ADRs on questioning techniques, objection handling strategies, storytelling, and differentiated messaging
  • Maintain weekly 1:1s with ADRs to speed up RAMP and accelerate ADR development
  • Develop & manage new reports and dashboards in Salesforce.com
  • Work with the marketing team to drive effective campaigns with clear success metrics
  • Report quantifiable individual and team results and metrics to the Sales Leadership team
  • Bring a perspective at all times, understand you have a seat at the table, and pipe up when you see opportunity to get better