Senior Account Executive, Mid-Market

Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

What you will do:

• Exceed annual sales targets
• Develop an 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 current Corporate and Mid-Market Coupa customers
• 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 customer accounts
• Co-sell with Resellers and Alliance Partners as needed (Resellers and Partners are acquired and managed by the Coupa Alliances team out of Coupa headquarters in San Mateo, CA, and in locations around the globe)
• Orchestrate with 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 contacts within customer accounts
• Conduct discovery, demo and pricing meetings with customers
• Conduct business process assessments and road-mapping discussions with customers
• Implement our Coupa Sales Best Practices
• Forecasting accurately (benchmark +/- 10%) and consistently maintain the system of record in Salesforce.com
• Develop and deliver world-class Executive Sales proposals to C-level contacts within customer accounts
• Engage with C-level contacts within customer accounts to position Coupa’s strategic value proposition and drive deals to closure
• Adopt the concept of Business Value Selling within the context of the Challenger Sale model (http://www.executiveboard.com/exbd-resources/content/challenger/index.html)
• Align overall value messaging targeted towards the chief economic buyer in target accounts
• Build out an account penetration model that encourages multi-angle access into key accounts

What you will bring to Coupa:

• Minimum 5+ years of direct sales experience in the software industry (must be domain software experience)
• The eligible candidate should be able to demonstrate a successful career with extensive customer and/or new business sales and business development experience in the Region and should be able to provide direct references in the Region who can attest to the acclaimed experience
• 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
• Organized and specific experience with emerging and 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
• Willingness to travel for customer on-sites
• Bachelor's Degree or equivalent experience required
• Strong financial acumen
• Proven ability to create and execute territory business plans

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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. 

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