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Mid-Market Account Executive

Massachusetts, United States (Remote)

Mid-Market Account Executive

2 Months ago • 5 Years + • Business Development

About the job

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Job Description

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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.

What you will do:

Exceed annual sales targets
Develop a Mid-Market 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 net new mid-market accounts
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 target 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 Foster City, CA, and in locations around the globe)
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
Create and execute Field Sales Campaigns to create demand
Develop and deliver world-class Executive Sales proposals to C-level prospects
Implement our Coupa Sales Best Practices
Forecasting accurately (benchmark +/- 10%).
Maintain the system of record inSalesforce.com
Develop and deliver world class Executive Sales proposals to C-level prospects
Engage with C-level prospects 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 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
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
Ability to prospect within greenfield accounts
Organized and specific experience with 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
Bachelor Degree or equivalent experience required
Strong financial acumen
Proven ability to create and execute on territory business plans

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At Coupa, 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. 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.

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

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