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Full-Time

Mid-Market Account Executive

Updated on 10/12/2024

Coupa Software

Coupa Software

1,001-5,000 employees

Cloud-based spend management and procurement solutions

Data & Analytics
Enterprise Software

Senior

Remote in USA

Category
Inside Sales
Sales & Account Management
Required Skills
Sales
Communications
Salesforce
Coupa
Requirements
  • Minimum 5+ years of direct sales experience in the software industry (must be domain software experience).
  • The eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience in the Region, and should be able to provide direct references in the Region who can attest to the acclaimed experience
  • Consistent and proven track record of achieving / exceeding sales quota (on premise and SaaS)
  • Strong executive presence – very comfortable with C-level executives, especially CFOs
  • Expertise in managing multi-stakeholder sales cycles and closing large deals
  • Ability to prospect within greenfield accounts
  • Organized and specific experience with mid-market account planning
  • Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
  • Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
  • Equally successful at engaging with all levels in an organization (bottom up & top down)
  • Assertive, Passionate, Consultative, loves to compete and win
  • Great at building relationships and working within a team-selling environment
  • Excellent oral and written communication skills
  • Experience with selling SaaS solutions
  • AP Automation and spend management domain expertise desired
  • Must be able to work in a fast paced and passionate environment
  • Bachelor Degree or equivalent experience required
  • Strong financial acumen
  • Proven ability to create and execute on territory business plans
Responsibilities
  • Exceed annual sales targets
  • Develop a Mid-Market Account Plan for each account, then drive the execution of that plan to success
  • Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to net new mid-market accounts
  • Engage with C-level executives to position Coupa’s strategic value proposition and quarterback the deal to closure
  • Adopt the concept of Business Value Selling within the context of the Challenger Sale model
  • Provide proactive, trusted thought leadership to target accounts
  • Co-sell with Resellers and Alliance Partners as needed (Resellers and Partners are acquired and managed by the Coupa Alliances team out of Coupa headquarters in Foster City, CA, and in locations around the globe)
  • Orchestrate prospect and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make
  • Create and execute Field Sales Campaigns to create demand
  • Develop and deliver world-class Executive Sales proposals to C-level prospects
  • Implement our Coupa Sales Best Practices
  • Forecasting accurately (benchmark +/- 10%).
  • Maintain the system of record in Salesforce.com
  • Develop and deliver world class Executive Sales proposals to C-level prospects
  • Engage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
  • Adopt the concept of Business Value Selling within the context of the Challenger Sale model
  • Align overall value messaging targeted towards the chief economic buyer in target accounts
  • Build out an account penetration model that encourages multi-angle access into key accounts

Coupa Software provides a cloud-based platform for spend management and procurement solutions. Its suite of tools helps businesses manage their expenditures by integrating procurement, invoicing, and expense management into one system. This integration reduces inefficiencies that occur when these processes are handled separately. Coupa serves a wide range of clients, from large enterprises to mid-sized companies, and operates on a subscription-based model, allowing clients to access its tools for a recurring fee. This model supports scalability, enabling businesses to add users or features as needed. Coupa differentiates itself from competitors by offering a user-friendly interface that resembles online shopping, which encourages high user adoption and satisfaction. The company's goal is to help businesses control costs and improve financial efficiency.

Company Stage

IPO

Total Funding

$373.1M

Headquarters

San Mateo, California

Founded

2006

Growth & Insights
Headcount

6 month growth

1%

1 year growth

-3%

2 year growth

-13%
Simplify Jobs

Simplify's Take

What believers are saying

  • Coupa's platform has helped over 3,000 global customers achieve significant savings, with $194 billion in bottom-line savings, demonstrating its strong impact on financial efficiency.
  • The launch of the Coupa App Marketplace and partnerships with companies like Bottomline and KNNX Freight extend the platform's capabilities, offering more comprehensive spend management solutions.
  • Recognition through awards like the Spendsetter Awards highlights the company's role in driving digital transformation and operational efficiency for its clients.

What critics are saying

  • The competitive landscape of the SaaS enterprise market is intense, with numerous players vying for market share, which could impact Coupa's growth.
  • Integration of new features and partnerships, such as with Bottomline, may pose challenges in maintaining platform stability and user experience.

What makes Coupa Software unique

  • Coupa's unified suite of spend management tools offers a seamless integration of procurement, invoicing, and expense management, unlike competitors who may offer fragmented solutions.
  • The company's community-generated AI leverages data from a vast network of suppliers and economic spend, providing unique insights and efficiencies that competitors cannot easily replicate.
  • Coupa's user-friendly interface, designed to mimic online shopping experiences, ensures high user adoption rates, setting it apart from more complex enterprise software solutions.

Benefits

Insurance Package

Family Support

Legal Assistance

Student Loan Assistance

Employee Assistance

Discounts