Digital Sales Executive - MidMarket (Inside Sales Representative)

4 Months ago • 2 Years +

Job Summary

Job Description

The Inside Sales Representative (ISR) is a quota-carrying sales role focusing on both existing customers and new prospects, especially Coupa’s largest key accounts. The ISR collaborates with the sales Account Director to close new deals and develop new prospects. They also handle smaller upsell and cross-sell opportunities within current accounts. The role includes developing new business, contacting C-level and Director-level contacts, generating leads, implementing sales strategies, providing accurate forecasts, meeting objectives, demonstrating product knowledge, hosting product demonstrations, and managing open opportunities up to a certain value.

Must have:

Meet and exceed lead generation and sales objectives.
2+ years of inside sales software experience.
Experience contacting CXO level accounts.
Proven track record in new account development.
Excellent interpersonal and communication skills.
High level of motivation and enthusiasm.
Solid organizational and planning skills.
Working knowledge of Salesforce.com or similar CRM system.
Discipline to maintain high call volumes.
Bachelor’s Degree is required.

6 skills required

6 skills required for this role

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salesforce

communication

innovation

lead-generation

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team-management

Job Details

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.

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

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. The ISR partners with the sales Account Director who leads these account relationships to close new develop new prospects and close new accounts. In addition, the ISR will own smaller upsell and cross-sell opportunities within existing accounts.

What You'll Do:

New business development / account development
Accessing C-Level, Director level contacts within customer accounts and target prospects
Lead generation via targeted outbound account prospection and calling on independently developed contact lists
Partner with field sales force to implement sales & pipeline build strategies
Provide accurate forecasts to the sales organization and executive management
Meet monthly and quarterly new meeting, lead qualification, opportunity conversion and closed won objectives.
Demonstrate thorough knowledge of Coupa’s product line and value proposition
Host product demonstrations and guided tours for customers and prospects
Demonstrate clear understanding of Coupa’s sales processes and product and service value propositions
Customer event attendance
Independent orchestration of open opportunities up to an ACV value of $75k
Work directly with AEs to build greenfield and territory accounts and generate pipeline.
Data quality support

What You Will Bring to Coupa:

Consistent track record for meeting and exceeding lead generation and sales objectives
2+ years inside sales software experience
Experience calling into accounts at CXO level
Proven track record with new account development
Highly motivated professional with excellent interpersonal skills
High level of energy, drive, enthusiasm, initiative, commitment and professionalism
Self-starter with solid organizational and planning skills
Working knowledge of Salesforce.com or a similar CRM system required
Discipline to maintain high call volumes
Bachelor’s Degree required

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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.

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

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