Full-Time

Account Director

Enterprise

Updated on 4/19/2024

Coupa Software

Coupa Software

1,001-5,000 employees

Unified business spend management platform

Data & Analytics
AI & Machine Learning
Financial Services

Senior, Expert

Remote in USA

Required Skills
Sales
Communications
Salesforce
Coupa
Requirements
  • Minimum 8+ years of direct sales experience in the software industry
  • Based in the Mid-West Region
  • Consistent 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 enterprise 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 enterprise 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
  • Spend management domain expertise desired
  • Bachelor Degree or equivalent experience required
Responsibilities
  • Exceed annual sales targets
  • Develop an Enterprise Account Plan for each enterprise account and drive the execution of that plan to success
  • Prospecting, building pipeline, and selling Coupa cloud-based spend management solutions to enterprise Coupa clients
  • Engage with C-level prospects to position Coupa’s enterprise value proposition and drive deals 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
  • Orchestrate client and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver
  • Create and execute Field Sales Campaigns to create demand
  • Develop and deliver world-class Executive Sales proposals to C-level prospects
  • Implement Coupa Sales Best Practices
  • Forecast accurately
  • Maintain the system of record in Salesforce.com
  • 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 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