Enterprise Account Executive

2 weeks ago

Seattle, Washington, United States Coupa Software Inc. Full time

At Coupa Software Inc., we empower organizations to operate more intelligently and accelerate their growth. Our premier AI-driven platform seamlessly integrates and enhances sourcing, procurement, supply chain, and financial management processes. Over 3,000 global entities, both large and small, rely on Coupa to improve their operating margins, boost efficiency, drive growth, optimize cash flow, and mitigate risks.

Key Responsibilities:
  • Surpass annual sales objectives.
  • Formulate a comprehensive Enterprise Account Strategy for each major account and ensure its successful implementation.
  • Identify prospects, cultivate a sales pipeline, and promote Coupa's cloud-based spend management solutions to enterprise clients.
  • Engage with C-level executives to articulate Coupa's enterprise value proposition and lead the negotiation process to successful closure.
  • Embrace the principles of Business Value Selling within the framework of the Challenger Sale methodology.
  • Deliver proactive and trusted thought leadership to targeted accounts.
  • Collaborate with Resellers and Alliance Partners as necessary.
  • Coordinate client and internal teams to collaboratively develop Joint Vision Roadmaps that outline the value Coupa will provide and the necessary client investments.
  • Design and implement Field Sales Campaigns to generate demand.
  • Accurately forecast sales performance (benchmark +/- 10%).
  • Align messaging to emphasize value for the chief economic buyer in target accounts.
  • Develop an account penetration strategy that facilitates multi-faceted access to key accounts.
Qualifications:
  • At least 10 years of direct sales experience in the software sector.
  • Proven track record of success in direct sales and business development within the region.
  • Consistent history of meeting or exceeding sales quotas (both on-premise and SaaS).
  • Strong executive presence and comfort in engaging with C-level executives, particularly CFOs.
  • Expertise in managing complex sales cycles and closing significant deals.
  • Ability to prospect within untapped accounts.
  • Organized with substantial experience in enterprise account planning.
  • Focus on delivering business value to financial and business stakeholders using ROI and TCO models.
  • Skilled in identifying enterprise client challenges and crafting unique, compelling value propositions.
  • Equally adept at engaging with all organizational levels.
  • Assertive, passionate, consultative, and competitive.
  • Excellent relationship-building skills and experience in a team-selling environment.
  • Outstanding verbal and written communication abilities.
  • Experience in selling SaaS solutions.
  • Ability to thrive in a fast-paced and dynamic environment.
  • Bachelor's degree or equivalent experience required.

The estimated compensation range for this position is as follows:

For candidates based in Washington: $155,000 - $165,000, plus eligibility for commission with an estimated pay mix of 50/50.

The starting salary for the successful candidate will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

At Coupa, we are committed to building a great company centered on three core values: ensuring customer success, focusing on results, and striving for excellence.

We celebrate diversity and recognize its importance to our customers and employees. Coupa is proud to be an equal-opportunity workplace and an affirmative-action employer.

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