Senior Enterprise Account Director, Coupa
Business spending management platform
Open for applications
Business spending management platform
1001+ employees
Open for applications
1001+ employees
Company mission
To provide a clear idea of business value for clients.
Role
Who you are
- 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)
What the job involves
- 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
- 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
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 its comprehensive platform allowing companies greater control over their spending, supply network and chain optimization, liquidity management and solutions for payment.
Coupa has been recognized 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
Few candidates hear
back within 2 weeks
-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 values
- Ensure customer success
- Focus on results
- Strive for excellence
Company HQ
Town Center, Foster City, CA
Articles
Leadership
J. Charles Goodman
(Chairman of the Board, not founder)Serves as Chairman of the Board for multiple companies, including Proofpoint, Anaplan and Bottomline Technologies.
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