Account Director, Enterprise

Seattle, Washington, United States
Sales - Sales
/
Mid-Senior Level
/
Remote

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.

What you will do:

1. Exceed annual sales targets
2. Develop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to success
3. Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clients
4. Engage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closure
5. Adopt the concept of Business Value Selling within the context of the Challenger Sale model
6. Provide proactive, trusted thought leadership to target accounts
7. Co-sell with Resellers and Alliance Partners as needed
8. Orchestrate client 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
9. Create and execute Field Sales Campaigns to create demand
10. Develop and deliver world-class Executive Sales proposals to C-level prospects
11. Implement our Coupa Sales Best Practices
12. Forecasting accurately (benchmark +/- 10%)
13. Maintain the system of record in Salesforce.com
14. Align overall value messaging targeted towards the chief economic buyer in target accounts
15. Build out an account penetration model that encourages multi-angle access into key accounts

What you will bring to Coupa:

1. Minimum 10+ years of direct sales experience in the software industry
2. Demonstrated successful career with extensive direct sales and business development experience in the region
3. Consistent track record of achieving / exceeding sales quota (on premise and SaaS)
4. Strong executive presence – very comfortable with C-level executives, especially CFOs
5. Expertise in managing multi-stakeholder sales cycles and closing large deals
6. Ability to prospect within greenfield accounts
7. Organized and specific experience with enterprise account planning
8. Focused on selling business value to Finance and Business stakeholders using ROI and TCO models
9. Ability to identify enterprise client pains and develop unique and compelling value propositions
10. Equally successful at engaging with all levels in an organization
11. Assertive, Passionate, Consultative, loves to compete and win
12. Great at building relationships and working within a team-selling environment
13. Excellent oral and written communication skills
14. Experience with selling SaaS solutions
15. Spend management domain expertise desired
16. Bachelor Degree or equivalent experience required

The estimated pay range for this role is as follows:

• Based in Washington: $155,000 - $165,000 + eligibility for commission with an estimated pay mix of 50/50

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success, focusing on results, and striving for excellence.

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.#J-18808-Ljbffr