Full-Time
Account Director
Enterprise
Posted on 4/26/2024
Unified business spend management platform
Data & Analytics
AI & Machine Learning
Financial Services
Senior
Remote in USA
Required Skills
Sales
Salesforce
Coupa
Requirements
- Strong and demonstrable experience of sophisticated direct sales in the software industry selling at ‘C’ Level
- Consistent track record of exceeding sales quota in an enterprise SaaS environment
- Strong executive presence
- Expertise in leading multi-stakeholder sales cycles and closing large 6-figure deals
- Strong organizational capability and specific experience with enterprise account planning
- Experience selling business value to Finance and Business customers using return on investment and TCO models, rather than challenging on “features & functions”
- Ability to identify strategic client pains and develop outstanding and compelling value propositions that focus on delivering business value to the client
- Compassionate and is successful at engaging with all levels in an organization
- A strong focus on forming relationships and working within a team selling environment
- Business Spend Management domain expertise (ideal) or Enterprise SaaS selling experience
Responsibilities
- Prospecting, building pipeline and selling Coupa cloud-based spend management solutions
- Engaging with C-level prospects to position Coupa’s strategic value proposition and lead the deal to closure
- Forecasting accurately
- Adopting the concept of Business Value Selling within the context of the Challenger Sale model
- Providing proactive, trusted thought leadership
- Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
- Developing and delivering premier Executive Sales proposals to C-level prospects
- Engaging with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
- Documenting daily activity in Salesforce to supervise the performance
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
↓ -2%1 year growth
↓ -16%2 year growth
↓ -3%Benefits
Insurance Package
Family Support
Legal Assistance
Student Loan Assistance
Employee Assistance
Discounts