Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
Why join Coupa?
🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
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The Impact of an Account Director, Enterprise at Coupa:
There is no doubt that Coupa is one of the world's fastest-growing enterprise cloud companies right now, and we are all very excited about the opportunities to deliver real and measurable value to our customers in the domain of Business Spend Management. As we continue to grow we are looking for an Account Director to focus on hunting for new enterprise customers. You will be joining a successful, strong and growing enterprise sales team that is focused on delivering value to our enterprise customers. As part of the team, you can expect to work in an agile and inspiring working environment equipped with the best sales support tool available in the market. In addition, you will receive the support of a committed, experienced and highly skilled pre-sales team.
What You'll Do:
Prospecting, building pipeline 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
Forecasting accurately
Adopting the concept of Business Value Selling within the context of the Challenger Sale model
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
What You Will Bring to Coupa:
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 pro-actively 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 is successful at engaging with all levels in an organisation
A strong focus on forming relationships and working within a team selling environment
Business Spend Management domain expertise (ideal) or Enterprise SaaS selling experience
A desire to work in a fast-paced and hard-working environment