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Senior Account Director, Enterprise

Senior Account Director, Enterprise

3 Weeks ago • 6-8 Years • Business Development

About the job

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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.

Through the power of trillions of dollars in business spend, Coupa’s mission is to unlock our customers' full potential to do well and do good, anchored in our shared belief that we are smarter together. Our customers, suppliers, and employees- our Coupanians- come together to co-create ideas and innovations that impact the power of spend.

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 a Senior 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.

In this role you will be:

Prospecting, building pipelines 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
Adopting the concept of Business Value Selling within the context of the Challenger Sale model
Manage and grow a sales pipeline
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 proactively 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 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
An enthusiasm for travel (potentially 3 days per week)

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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.

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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