Senior Strategic Account Director

Through the power of trillions of dollars in business spend, Coupa’s mission is to unlock our customers' full potential to do well and do good, anchored in our shared belief that we are smarter together. Our customers, suppliers, and employees- our Coupanians- come together to co-create ideas and innovations that impact the power of spend.

Responsibilities:

• Exceed annual sales targets
• Create and develop Strategic Account Plans for each assigned account, then drive the execution of that plan to success. This critical process provides the basis for account discovery, understanding, and strategy development as well as educating and informing the extended Coupa sales/support groups who will be part of the pursuit teams
• Prospecting, building the pipeline and selling Coupa cloud-based spend management solutions to assigned Coupa clients from an Enterprise platform perspective
• Engage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closure
• Adopt the concept of Business Value Selling within the context of the Challenger Sale model
• Provide proactive, trusted thought leadership to target accounts
• Engage Alliance Partners as early, where applicable, creating opportunities jointly
• Orchestrate internal teams to collaboratively build pursuit plans and sales strategies outlining the value that Coupa will deliver to meet customer corporate goals & priorities
• Manage the development and delivery of world-class proposals to C-level prospects
• Implement our Coupa Sales Best Practices
• Forecasting accurately (benchmark +/- 10%)
• Fully maintain all account activity in the company’s CRM system of record (Salesforce.com)

Requirements:

• Strong and reference-able direct software/SaaS sales experience and track record at the enterprise level. Must be banking specific for banking/financial services roles
• The eligible candidate should be able to demonstrate a successful career and provide direct references who can attest to the acclaimed experience
• Consistent track record of achieving/exceeding sales quota (SaaS) (provide last 5 years sales targets and achievement)
• Strong executive presence – very comfortable with C-level executives, especially CPO, CIO, and CFO personas.
• Working knowledge of Business Spend Management concepts (Source to Pay) and how to position its benefits at the Finance, IT, and Procurement levels. Must be banking specific for banking/financial services roles
• Expertise in managing multi-stakeholder sales cycles and closing large deals (will be asked to provide detailed relevant examples)
• Ability to prospect within greenfield accounts
• Strong proficiency and adoption of modern sales approaches (Challenger, Value Selling) as well as leverage modern sales technology (LinkedIn, Salesforce, Consensus, Zoom Info, Google Suite...)
• Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
• Equally successful at engaging with all levels in an organization (bottom up & top down)
• Assertive, Passionate, Consultative, loves to compete and win
• Great at building relationships and working within a team-selling environment
• Excellent oral and written communication skills
• Must be able to work in a fast-paced and passionate environment
• Bachelor’s degree or equivalent experience required

#LI-Remote
The estimated pay ranges for this role are as follows:• Based in California: $180,000 + commission
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