Remote Senior Account Director

Summary

The job is for a Senior Account Director at Coupa, focusing on hunting new enterprise customers. The role involves prospecting, building pipelines, selling cloud-based spend management solutions, engaging with C-level prospects, adopting the concept of Business Value Selling, managing and growing a sales pipeline, providing proactive thought leadership, collaborating with customers and internal teams, developing executive sales proposals, and documenting daily activity in Salesforce.

Requirements

• Strong and demonstrable experience of sophisticated direct sales in the software industry selling at ‘C’ Level
• Consistent track record of exceeding sales quota in an enterprise SaaS environment
• Strong executive presence
• Expertise in leading multi-stakeholder sales cycles and closing large 6-figure deals
• A history of proactively hunting new business
• Strong organisational capability and specific experience with enterprise account planning
• Experience selling business value to Finance and Business customers using return on investment and TCO models, rather than challenging on ‘features & functions’
• Ability to identify strategic client pains and develop outstanding and compelling value propositions that focus on delivering business value to the client
• Compassionate and successful at engaging with all levels in an organisation
• A strong focus on forming relationships and working within a team selling environment

Responsibilities

• Prospecting, building pipelines and selling Coupa cloud-based spend management solutions
• Engaging with C-level prospects to position Coupa’s strategic value proposition and lead the deal to closure
• Adopting the concept of Business Value Selling within the context of the Challenger Sale model
• Manage and grow a sales pipeline
• Providing proactive, trusted thought leadership
• Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
• Developing and delivering premier Executive Sales proposals to C-level prospects
• Engaging with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
• Documenting daily activity in Salesforce to supervise the performance

Preferred Qualifications

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

Benefits

An enthusiasm for travel (potentially 3 days per week)