Full-Time

Account Director

Enterprise

Posted on 4/26/2024

Coupa Software

Coupa Software

1,001-5,000 employees

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
  • A history of pro-actively hunting new business
  • 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
  • Desire to work in a fast-paced and hard-working environment
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

-5%

Benefits

Insurance Package

Family Support

Legal Assistance

Student Loan Assistance

Employee Assistance

Discounts