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Account Director
Enterprise Accounts, United Kingdom
Posted on 12/10/2021
United Kingdom
Experience Level
Desired Skills
  • Strong and demonstrable experience of complex 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 managing multi-stakeholder sales cycles and closing large 6 figure deals
  • A history of pro-actively hunting new businessStrong organisational capability and specific experience with enterprise account planning
  • Experience 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
  • Empathy and is successful at engaging with all levels in an organisation
  • A strong focus on building relationships and working within a team-selling environment
  • Business Spend Management domain expertise (ideal) or Enterprise SaaS selling experience
  • A desire to work in a fast-paced and passionate environment
  • Prospect, building pipeline and selling Coupa cloud-based spend management solutions
  • Engage with C-level prospects to position Coupa's strategic value proposition and manage the deal to closure
  • Adopt the concept of Business Value Selling within the context of the Challenger Sale model
  • Provide proactive, trusted thought leadership
  • Collaborate with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
  • 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
  • Document daily activity in Salesforce to track performance
Coupa Software

1,001-5,000 employees

Business spend management
Company Overview
Coupa wants to transform the way that businesses manage their spend.
  • Insurance Package
  • Family Support
  • Legal Assistance
  • Student Loan Assistance
  • Employee Assistance
  • Discounts
Company Core Values
  • ENSURE CUSTOMER SUCCESS: Obsessive and unwavering commitment to making customers successful.
  • FOCUS ON RESULTS: Relentless focus on delivering results through innovation and a bias for action.
  • STRIVE FOR EXCELLENCE: Commitment to a collaborative environment infused with professionalism, integrity, passion and accountability.