Account Director, Enterprise

📋 Description

• Identifying opportunities, developing a sales pipeline, and marketing Coupa's cloud-based spend management solutions

• Interacting with C-level executives to communicate Coupa's strategic value and guide deals to closure

• Providing accurate sales forecasting

• Embracing the Business Value Selling approach within the Challenger Sale framework

• Offering proactive and trusted thought leadership

• Partnering with clients and internal teams to create joint vision roadmaps that highlight the value Coupa will offer

• Crafting and presenting top-tier Executive Sales proposals to C-level prospects

• Recording daily activities in Salesforce to monitor performance

⛳️ Requirements

• Proven and substantial experience in sophisticated direct sales within the software industry, particularly at the 'C' Level

• A solid history of surpassing sales quotas in an enterprise SaaS setting

• Strong executive presence

• Proficient in managing multi-stakeholder sales cycles and securing substantial 6-figure deals

• A background in proactively seeking new business opportunities

• Excellent organizational skills and experience in enterprise account planning

• Experience in selling business value to Finance and Business customers using return on investment and TCO models, rather than focusing solely on "features & functions"

• Capability to recognize strategic client challenges and develop compelling value propositions that emphasize delivering business value

• Empathetic and effective in engaging with all organizational levels

• A strong emphasis on relationship building and collaborating in a team-selling environment

• Ideal candidates will have Business Spend Management domain expertise or experience in Enterprise SaaS sales

• Eagerness to thrive in a fast-paced, high-energy environment

🏝️ Benefits

• Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.

• Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.

• Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.