Senior Account Director, Enterprise Customer Growth

Job Description

• Exceed annual sales targets • Develop Enterprise Account Plans • Drive the execution of account plans • Engage with C-level prospects to position Coupa's enterprise value proposition • Provide proactive, trusted thought leadership • Co-sell with Resellers and Alliance Partners • Orchestrate client and internal teams to build Joint Vision Roadmaps • Create and execute Field Sales Campaigns • Develop and deliver Executive Sales proposals • Implement Coupa Sales Best Practices • Forecasting accurately • Maintain system of record in Salesforce.com • Align value messaging targeted towards the chief economic buyer • Build out an account penetration model • Consult with clients and internal stakeholders • Engage with all levels of organization • Adopt Business Value Selling • Identify client pains and unique solutions

Qualifications

• Minimum 10+ years of direct sales experience in the software industry • Consistent track record of achieving/exceeding sales quota • Strong executive presence • Expertise in managing multi-stakeholder sales cycles and closing large deals • Ability to prospect within greenfield accounts • Organized with specific experience in enterprise account planning • Focused on selling business value to Finance and Business stakeholders • Ability to identify enterprise client pains and develop unique value propositions • Equally successful at engaging with all levels in an organization • Assertive, Passionate, Consultative • Great at building relationships and working within a team-selling environment • Excellent oral and written communication skills • Experience with selling SaaS solutions • Spend management domain expertise desired • Bachelor Degree or equivalent experience required

Benefits

• Exceed annual sales targets • Develop an Enterprise Account Plan for each enterprise account • Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clients • Engage with C-level prospects to position Coupa’s enterprise value proposition • Provide proactive, trusted thought leadership to target accounts • Co-sell with Resellers and Alliance Partners as needed • Orchestrate client and internal teams to build Joint Vision Roadmaps • Create and execute Field Sales Campaigns to create demand • Develop and deliver world-class Executive Sales proposals to C-level prospects • Implement Coupa Sales Best Practices • Forecasting accurately • Maintain the system of record in Salesforce.com • Align overall value messaging targeted towards the chief economic buyer in target accounts • Build out an account penetration model that encourages multi-angle access into key accounts