Account Executive, Coupa
Corporate
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
- Deep domain expertise in procurement and finance
- Negotiation skills
- 3+ years in prospecting roles
- Experience and comfort speaking with C-Suite executives
- Travel onsite regularly for client visits
- Ability to fill a quota of $800k-$1.1M/yr ACV
- College degree is preferred
What the job involves
- We are looking to hire a stellar sales professional to help Coupa dominate the north-east (New England) market
- This individual will demonstrate exceptional inner personal skills, prospecting drive, and negotiation professionalism
- Representing the Coupa brand through virtual and in person meetings requires strong knowledge of our product, professional presence, and a consultative ear
- Challenging our prospective customers to think differently about transforming the office of procurement from a back office task to a strategic role is core to what you will be doing each day
- Exceed annual sales targets
- Develop a Corporate 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 corporate 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 pro-active, 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 San Mateo, 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 in Salesforce.com
- 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
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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