Coupa Software is hiring a
Account Executive

Summary

The Account Executive role at Coupa involves selling cloud-based spend management solutions to new customers, managing the sales process, and engaging with stakeholders. Required experience includes 3+ years in enterprise software sales, a strong executive presence, expertise in leading multi-stakeholder sales cycles, proactive business development, and selling business value using return on investment and TCO models.

Requirements

• Minimum 3+ years experience with enterprise software sales
• Strong executive presence, self-motivated, and resilient
• Expertise in leading multi-stakeholder sales cycles and closing large 6-figure deals
• A history of pro-actively hunting new business
• Experience selling business value to Finance and Business customers using return on investment and TCO models, rather than challenging on ‘features & functions’
• A strong focus on forming relationships and working within a team selling environment

Responsibilities

• Prospect, build pipeline, and sell Coupa cloud-based spend management solutions
• Manage your territory and take ownership over new sales results to meet or exceed your quota
• Engage with multiple prospect stakeholders across departments and levels to identify pain points, decision makers, and build a comprehensive account development plan
• Position yourself as a trusted advisor by providing proactive thought leadership while addressing prospect concerns and objections
• Collaborate with customers, internal teams, and Coupa partners to build joint vision roadmaps outlining the value that Coupa will deliver
• Engage with C-level prospects to position Coupa’s strategic value proposition and lead the deal to closure
• Manage priorities and actions across multiple accounts moving simultaneously through the sales process
• Develop and deliver premier executive sales proposals to C-level prospects
• Provide accurate forecasts and monthly reports to sales manager to communicate health of the sales pipeline, significant market trends, and any potential risks that may impact ability to hit targets

Preferred Qualifications

Business Spend Management domain expertise (ideal) or Enterprise SaaS selling experience

Benefits

The estimated pay range for this role is as follows: Based in California: Base range of $90,000-100,000 + eligibility for commission with an estimated pay mix of 50/50