Associate Account Executive

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:

• Minimum 2-3 years of direct sales experience in the software industry
• The eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience in the Region, and should be able to provide direct references in the Region who can attest to the acclaimed experience
• Consistent and proven track record of achieving / exceeding sales quota (on premise and SaaS) by setting highly qualified meetings that lead to quality pipeline and revenue
• Strong executive presence – very comfortable with C-level executives, especially CFOs
• Expertise in managing multi-stakeholder sales cycles and closing large deals
• Ability to prospect within greenfield accounts
• Organized and specific experience with mid-market account planning
• Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
• Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
• 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
• Experience with selling SaaS solutions
• AP Automation and spend management domain expertise desired
• Must be able to work in a fast paced and passionate environment
• Responsible for outbound prospecting efforts through various channels – phone, email and social
• Provide accurate forecasts to the sales organization and executive management
• Demonstrate thorough knowledge of Coupa’s product line and value proposition
• Demonstrate clear understanding of Coupa’s sales processes and product and service value propositions

Requirements:

• Minimum 2-5 years of direct sales experience in the software industry
• The eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience in the Region, and should be able to provide direct references in the Region who can attest to the acclaimed experience
• Consistent and proven track record of achieving / exceeding sales quota (on premise and SaaS)
• Strong executive presence – very comfortable with C-level executives, especially CFOs
• Expertise in managing multi-stakeholder sales cycles and closing large deals
• Ability to prospect within greenfield accounts
• Organized and specific experience with mid-market account planning
• Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
• Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
• 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
• Experience with selling SaaS solutions
• AP Automation and spend management domain expertise desired
• Must be able to work in a fast paced and passionate environment
• Bachelor Degree or equivalent experience required
• Strong financial acumen
• Proven ability to create and execute on territory business plans

#LI-Remote
The estimated pay ranges for this role are as follows:• Based in California: $80,000 + 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 improv