Senior Account Director

Summary

Join Coupa as a Mid-Market Account Executive and significantly impact our organization by driving new business growth. You will be a quota-carrying sales professional responsible for identifying and serving prospective customers, from opportunity qualification to contract award. Collaborate with Account Development Representatives (ADRs) to qualify leads and develop your pipeline. Leverage the support of our pre-sales team to deliver exceptional value to mid-market accounts. Your contributions will directly influence our market presence and revenue growth. Establish Coupa as the preferred partner for mid-market organizations seeking to optimize their spend management. Drive our organization forward and solidify our position as the leading Total Spend Management Platform.

Requirements

• Strong and demonstrable experience in software sales and selling to mid-market customers
• Executive presence, self-motivation, and resilience
• Expertise in leading multi-stakeholder sales cycles and closing deals
• Proven track record of proactively hunting new business opportunities
• Experience selling business value to Finance and Business customers, focusing on ROI and TCO models rather than product features

Responsibilities

• Prospecting, building pipeline, and selling Coupa's cloud-based spend management solutions
• Taking ownership of your territory, meeting or exceeding sales quotas and driving new business results
• Engaging with multiple stakeholders across departments and levels, identifying pain points and decision-makers to develop comprehensive account development plans
• Establishing yourself as a trusted advisor, providing proactive thought leadership and addressing prospect concerns and objections
• Collaborating with customers, internal teams, and Coupa partners to create joint vision roadmaps, demonstrating the value Coupa will deliver