Coupa Software is hiring a
Account Executive

Summary

The job is for a Sales role at Coupa, focusing on selling cloud-based spend management solutions to mid-market accounts. The candidate should have 10+ years of direct sales experience in the software industry, strong executive presence, ability to prospect within greenfield accounts, and excellent communication skills.

Requirements

• Minimum 10+ years of direct sales experience in the software industry
• Demonstrate a successful career with extensive direct sales and business development experience in the Region
• 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, rather than competing on ‘features & functions’
• Ability to identify strategic 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
• 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

Responsibilities

• Exceed annual sales targets
• Develop a Mid-Market Account Plan for each account, then drive the execution of that plan to success
• Prospecting, building pipeline and selling Coupa 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 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
• Forecasting accurately (benchmark +/- 10%)
• Maintain the system of record in Salesforce.com

Preferred Qualifications

• #LI-Remote
• #LI-SK1

Benefits

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses