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.
- DO NOT apply to this posting if you do not currently reside in Southern California. You must live in that area to be considered
The Account Executive (AE) is a quota carrying sales role serving prospective new logo customers by owning the end-to-end sales process from opportunity qualification to contract award. This role works closely with Account Development Reps (ADRs) to qualify new leads in addition to an established pre-sales support team.
What you will do:
- Prospect, build pipeline, and sell Coupa cloud-based spend management solutions
- Manage your territory and take ownership over new sales results to meet or exceed your quota
- Engage with multiple prospect stakeholders across departments and levels to identify pain points, decision makers, and to build a comprehensive account development plan
- Position yourself as a trusted advisor by providing proactive thought leadership while addressing prospect concerns and objections
- Collaborate with customers, internal teams, and Coupa partners to build joint vision roadmaps outlining the value that Coupa will deliver
- Engage with C-level prospects to position Coupa’s strategic value proposition and lead the deal to closure
- Manage priorities and actions across multiple accounts moving simultaneously through the sales process
- Develop and deliver premier executive sales proposals to C-level prospects
- Provide accurate forecasts and monthly reports to sales manager to communicate health of the sales pipeline, significant market trends, and any potential risks that may impact ability to hit targets
What you will bring to Coupa:
- Minimum 3+ years experience with enterprise software sales
- Strong executive presence, self-motivated, and resilient
- Expertise in leading multi-stakeholder sales cycles and closing large 6-figure deals
- A history of pro-actively hunting new business
- Experience selling business value to Finance and Business customers using return on investment and TCO models, rather than challenging on “features & functions”
- 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
The estimated pay ranges for this role are as follows:
- Based in California: Base range of $90,000-100,000 + 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 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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