Mid-Market Account Executive

Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

What you will do:

Exceed annual sales targetsDevelop a Mid-Market Account Plan for each account, then drive the execution of that plan to successProspecting, building pipeline and selling Coupa cloud-based spend management solutions to net new mid-market accountsEngage with C-level executives to position Coupa’s strategic value proposition and quarterback the deal to closureAdopt the concept of Business Value Selling within the context of the Challenger Sale modelProvide proactive, trusted thought leadership to target accountsCo-sell with Resellers and Alliance Partners as neededOrchestrate 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 makeCreate and execute Field Sales Campaigns to create demandDevelop and deliver world-class Executive Sales proposals to C-level prospectsImplement our Coupa Sales Best PracticesForecasting accurately (benchmark +/- 10%)Maintain the system of record in Salesforce.comAlign overall value messaging targeted towards the chief economic buyer in target accountsBuild out an account penetration model that encourages multi-angle access into key accountsWhat you will bring to Coupa:

Minimum 10+ 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 experienceConsistent and proven track record of achieving / exceeding sales quota (on premise and SaaS)Strong executive presence – very comfortable with C-level executives, especially CFOsExpertise in managing multi-stakeholder sales cycles and closing large dealsAbility to prospect within greenfield accountsOrganized and specific experience with mid-market account planningFocused 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 clientEqually successful at engaging with all levels in an organization (bottom up & top down)Assertive, Passionate, Consultative, loves to compete and winGreat at building relationships and working within a team-selling environmentExcellent oral and written communication skillsExperience with selling SaaS solutionsAP Automation and spend management domain expertise desiredMust be able to work in a fast paced and passionate environmentBachelor Degree or equivalent experience requiredStrong financial acumenProven ability to create and execute on territory business plansAt Coupa, we’re building a great company that is laser-focused on three core values:

ensuring customer success ,

focusing on results , and

striving for excellence .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. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa

here .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 .

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