Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

What you will do:

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 inSalesforce.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 (http://www.executiveboard.com/exbd-resources/content/challenger/index.html)

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

What you will bring to Coupa:

Minimum 10+ 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

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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

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Account Executive

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