Senior Strategic Account Director, Enterprise

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.

At Coupa, a leading global platform for business buying decisions, we consistently deliver tangible value to our customers. As we expand, we are seeking a Strategic Account Director to nurture and cultivate relationships with our key Enterprise clients. In this role, you will collaborate closely with clients to gain insight into their needs and objectives, and then devise tailored solutions to meet those needs.

As a member of our dynamic and successful enterprise sales team, your primary focus will be on delivering exceptional value to our enterprise customers. You can expect to work in an agile and motivating environment, leveraging cutting-edge sales support tools. Furthermore, you will have the backing of a dedicated, experienced, and highly proficient pre-sales team.

What you will do:

• 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)
  
  
  
  

At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. 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. 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.

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