Senior Account Executive, Mid-Market

2 days ago

Denver, Colorado, United States Coupa Full time
About the Role

Coupa is seeking a seasoned Senior Account Executive to join our Mid-Market team. As a key member of our sales organization, you will be responsible for driving revenue growth and expanding our presence in the mid-market segment.

Key Responsibilities
  • Develop and execute a Mid-Market Account Plan to drive sales growth and customer satisfaction
  • Prospect and sell Coupa's 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
  • Orchestrate prospect 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's Sales Best Practices
  • Forecast accurately (benchmark +/- 10%)
  • Maintain the system of record
  • 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
Requirements
  • Minimum 10+ years of direct sales experience in the software industry (must be domain software 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
  • Ability to identify strategic client pains and develop unique and compelling value propositions
  • Equally successful at engaging with all levels in an organization
  • 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

Coupa is an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here.

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