Coupa Software is hiring a
Account Director

Summary

The job is for a Sales role at Coupa, where the employee will sell cloud-based spend management solutions to enterprise clients. The candidate should have 10+ years of direct sales experience in the software industry, be comfortable with C-level executives, especially CFOs, and able to prospect within greenfield accounts.

Requirements

• Minimum 10+ years of direct sales experience in the software industry
• Consistent track record of achieving / exceeding sales quota (on premise and SaaS)
• Strong executive presence – very comfortable with C-level executives, especially CFOs
• Ability to prospect within greenfield accounts
• Organized and specific experience with enterprise 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 enterprise 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

Responsibilities

• Exceed annual sales targets
• Develop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to success
• Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clients
• Engage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closure
• Adopt the concept of Business Value Selling within the context of the Challenger Sale model
• Provide pro-active, trusted thought leadership to target accounts
• Co-sell with Resellers and Alliance Partners as needed
• Orchestrate client 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

Preferred Qualifications

Spend management domain expertise desired

Benefits

The estimated pay range for this role is as follows: Based in Colorado: $155,000 - $165,000 + eligibility for commission with estimated pay mix of 50/50