Coupa Software

Sr. Digital Sales Executive

The Sr. Digital Sales Executive will be responsible for exceeding annual sales targets, developing account plans, and prospecting for new business in mid-market accounts. This role involves engaging with C-level executives, positioning Coupa's strategic value proposition, and quarterbacking deals to closure. Key responsibilities include creating and executing sales campaigns, developing executive sales proposals, and maintaining accurate forecasting. The executive will also be expected to build and maintain relationships with clients, collaborate with internal teams, and use business value selling techniques to deliver compelling value propositions.

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.&nbsp;

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.&nbsp;

The Impact of a Digital Sales Executive at Coupa:

The Inside Sales Rep (ISR) a quota carrying sales role serving both existing customers and new prospects that represent Coupa’s largest key accounts.&nbsp; The ISR partners with the sales Account Director who leads these account relationships to close new develop new prospects and close new accounts.&nbsp; In addition, the ISR will own smaller upsell and cross-sell opportunities within existing accounts.


What You'll Do:<ul><li>Exceed annual sales targets</li><li>Develop a Account Plan for each account, then drive the execution of that plan to success</li><li>Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to net new corporate and greenfield mid-market accounts</li><li>Engage with C-level executives to position Coupa’s strategic value proposition and quarterback the deal to closure</li><li>Adopt the concept of Business Value Selling within the context of the Challenger Sale model</li><li>Provide proactive, trusted thought leadership to target accounts</li><li>Co-sell with Resellers and Alliance Partners as needed</li><li>Orchestrate prospect and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make</li><li>Create and execute Field Sales Campaigns to create demand</li><li>Develop and deliver world-class Executive Sales proposals to C-level prospects</li><li>Implement our Coupa Sales Best Practices</li><li>Forecasting accurately (benchmark +/- 10%).</li><li>Maintain the system of record <a rel="noopener noreferrer" class="postings-link" href="http://inSalesforce.com">inSalesforce.com</a></li><li>Develop and deliver world class Executive Sales proposals to C-level prospects</li><li>Engage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure.</li><li>Adopt the concept of Business Value Selling within the context of the Challenger Sale model (<a rel="noopener noreferrer" class="postings-link" href="http://www.executiveboard.com/exbd-resources/content/challenger/index.html">http://www.executiveboard.com/exbd-resources/content/challenger/index.html</a>)</li><li>Align overall value messaging targeted towards the chief economic buyer in target accounts.</li><li>Build out an account penetration model that encourages multi-angle access into key accounts.</li></ul>

What You Will Bring to Coupa: <ul><li>Direct sales experience in the software industry (must be domain software experience).</li><li>Demonstrate a successful career with extensive direct 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.</li><li>Consistent and proven track record of achieving / exceeding sales quota (on premise and SaaS)</li><li>Strong executive presence – very comfortable with C-level executives, especially CFOs</li><li>Expertise in managing multi-stakeholder sales cycles and closing large deals</li><li>Ability to prospect within greenfield accounts</li><li>Organized and specific experience with mid-market account planning</li><li>Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features &amp; functions”</li><li>Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client</li><li>Equally successful at engaging with all levels in an organization (bottom up &amp; top down)</li><li>Assertive, Passionate, Consultative, loves to compete and win</li><li>Great at building relationships and working within a team-selling environment</li><li>Excellent oral and written communication skills</li><li>Experience with selling SaaS solutions</li><li>AP Automation and spend management domain expertise desired</li><li>Must be able to work in a fast paced and passionate environment</li><li>Bachelor Degree or equivalent experience required</li><li>Strong financial acumen</li><li>Proven ability to create and execute on territory business plans</li></ul>

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Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.&nbsp;

Please be advised that inquiries or resumes from recruiters will not be accepted.

By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.

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