Inside Sales Representative, Coupa
Business spending management platform
Job no longer available
Business spending management platform
1001+ employees
Job no longer available
1001+ employees
Company mission
To provide a clear idea of business value for clients.
Role
Who you are
- Minimum 2-3 years of software sales experience
- Align with Regional Vice President, Account Director Team, and Customer Value Managers to support renewals and user add-ons
- The eligible candidate should be able to demonstrate a successful career with extensive development experience selling into Fortune 1000 accounts, and should be able to provide direct reference 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
- Experience with stakeholder management and deal progression
- Ability to prospect within greenfield and current customer accounts
- Organized and specific experience Enterprise 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 within SaaS solutions
- AP Automation and spend management domain expertise desired
- Must be able to work in a fast paced and passionate environment
- Bachelor’s Degree or equivalent experience required
- Strong financial acumen
- Proven ability to create and execute on territory business plans
What the job involves
- Exceed annual sales targets
- Develop a plan for each account, then drive the execution of that plan to success
- Prospecting,building pipeline, and upselling Coupa cloud–based spend management solutions to current Enterprise Coupa customers
- Engage with C-level executives to position Coupa’s strategic value proposition and quarterback the deal to closure
- Provide proactive, trusted thought leadership to target accounts
- Co-sell with Customer Value Managers and Alliance Partners as needed (Partners are acquired and managed by the Coupa Alliances team out of Coupa headquarters in San Mateo, CA, and in locations around the globe)
- Orchestrate, prospect and work with 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 in Salesforce
- Align overall value messaging towards the chief economic buyer in target accounts
- Build out an account penetration model that encourages multi-angle access into key accounts
Our take
In 2006, Noah Eisner co-founded Coupa with Ravi Thakur, two fintech start-up specialists, as a provider of business spending management (BSM) services. Coupa has grown into its niche with a comprehensive platform that enables companies to gain greater control over their spending, supply networks, chain optimisation, liquidity management and payment solutions.
Coupa has been recognised as a leading brand in third-party risk management (TPRM). Using artificial intelligence software, its TPRM software takes data from hundreds of sources and generates risk flags across the entire platform, informing the user’s processing decisions.
TPRM integrates into Coupa’s business spending management systems to provide one comprehensive platform, a feat that gives it a definitive edge when it comes to secure management of company funds. Acquired in early 2023 by Thoma Bravo, Coupa is a company to watch, as progress in AI software could open opportunities for greater software automation on its platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2015
$80m
SERIES G
Mar 2014
$40m
SERIES F
Total funding: $169m
Company benefits
- Employee stock purchase program
- Health benefits for employees and their families
- Retirement and savings plans
- Flexible work environment
Company HQ
Town Center, Foster City, CA
Leadership
Leagh Turner
(CEO & Board Of Directors)Previously on the Board of Directors at Plan International Canada, was the Co-CEO of Ceridian and was COO at SAP.
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