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Senior Enterprise Account Executive
2 months ago
Position Overview
We are seeking a talented Account Director at Coupa Software.
Coupa's mission is to harness the power of substantial corporate expenditures to empower our clients to thrive and create a positive impact. We believe that collaboration enhances intelligence, bringing together customers, suppliers, and employees—known as Coupanians—to generate innovative ideas that influence spending capabilities. As a rapidly expanding cloud-based enterprise, Coupa offers exciting opportunities to deliver significant value in the Business Spend Management arena. We are looking for an Account Director focused on acquiring new enterprise clients to join our dynamic sales team dedicated to client success.
Key Responsibilities
- Identify and cultivate a sales pipeline, promoting Coupa's cloud-based spend management solutions.
- Engage with C-level executives to articulate Coupa's strategic advantages and secure agreements.
- Provide accurate sales forecasts.
- Utilize Business Value Selling within the Challenger Sale framework.
- Demonstrate proactive and trusted leadership.
- Collaborate with clients and internal teams to develop joint vision roadmaps that showcase the value Coupa delivers.
- Prepare and present high-quality Executive Sales proposals to C-level stakeholders.
- Effectively position Coupa's strategic advantages to C-level prospects and finalize agreements.
- Maintain detailed records of daily activities in Salesforce for performance tracking.
Qualifications
- A proven history of successful direct sales in software, specifically targeting C-level executives, with a minimum of 5 years of enterprise sales experience.
- Expertise in selling business value to finance and business stakeholders using ROI and TCO models rather than focusing solely on features.
- Consistent achievement of sales targets in an enterprise SaaS context.
- Proficient in managing complex sales cycles and closing significant deals.
- A proactive mindset towards acquiring new business and engaging existing clients.
- Knowledge of Business Spend Management or experience in Enterprise SaaS sales.
Core Values
At Coupa, we are committed to building an exceptional organization centered around three fundamental values:
- Customer Success: We are dedicated to ensuring our customers succeed and thrive.
- Results: We focus on delivering results through innovation and decisive action.
- Excellence: We strive for excellence in a professional, collaborative, and accountable work environment.
Coupa takes pride in its innovative team dedicated to improving spend management processes for contemporary businesses. We celebrate diversity and recognize its value to both our customers and employees. Coupa is an equal opportunity employer, promoting diversity, equity, and inclusion. All qualified applicants will be considered for employment without regard to various factors. By submitting your application, you acknowledge Coupa's Privacy Policy and consent to the processing of your personal data for recruitment purposes.
