The Impact of an Account Development Representative at Coupa:
We’re looking for a driven and high-performing Account Development Representative (ADR) to join our team in North America. In this role, you’ll serve as the front line of engagement for prospective customers, qualifying inbound interest and generating early-stage pipeline in close partnership with Sales and Marketing.
What You'll Do:
- Qualify inbound leads and outbound prospects to build a high-quality sales pipeline
- Engage senior stakeholders (C-level, VP, Director) to uncover needs, priorities, and fit
- Partner with Marketing and Sales on campaigns, territory planning, and pipeline strategy
- Execute high-volume outreach across phone, email, social, and digital channels
- Maintain accurate CRM data, activity tracking, and pipeline updates in Salesforce
- Consistently hit KPIs (meetings, qualified leads, conversions) while staying knowledgeable on products and supporting events
What You Will Bring to Coupa:
- 1–2 years of experience in software or inside sales, including BDR/SDR roles
- Demonstrated success in outbound prospecting and/or inbound lead qualification
- Comfortable engaging senior executives at mid-market and enterprise organizations
- Excellent written and verbal communication skills in English
- Highly organized, self-motivated, with strong prioritization and follow-up abilities
- Proven track record of exceeding KPIs and delivering results (CRM experience and bachelor’s degree required)
Top Skills
What the Team is Saying
What We Do
Coupa is a global technology company that helps businesses run smarter by connecting all the ways they spend money — from procurement and expenses to payments and supply chain decisions — in one intelligent platform. In simple terms, Coupa gives organizations the visibility and control they need to make better financial choices, reduce waste, and drive real impact. It’s where technology meets purpose: helping companies manage their resources more responsibly while creating a positive ripple across their people, partners, and the planet.
Why Work With Us
At Coupa, we prioritize an inclusive and empathetic workplace where every voice is valued. Our teams are proactive and accountable, ensuring we collaborate effectively to achieve our goals. The foundation of our culture rests on our people; we believe in fostering an environment that encourages innovation and curiosity.
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Coupa Offices
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Employees work remotely.
Our virtual-first approach is intentional. It gives you the freedom to do your best work in a space that supports focus, balance, and creativity, while staying connected to a global team of changemakers who are redefining the future of business spend
