Account Director, Enterprise - 11535
Software Development
SalesforceExcel
WFA Digital Insight
As the demand for business spend management solutions grows, Coupa is at the forefront, leveraging AI and industry-leading technology. With the remote job market booming, professionals with expertise in sales, particularly in the software industry, are in high demand. The market for digital transformation is expected to reach
trillion by 2027, and companies like Coupa are leading the charge. Candidates should know that this role requires strong executive presence, experience in direct sales, and the ability to drive deals to closure. Before applying, it's essential to understand the current market landscape and the value proposition of business spend management.
Job Description
About the Role
The Account Director, Enterprise role at Coupa is a challenging and rewarding position that requires a strong background in sales, particularly in the software industry. As a key member of the enterprise sales team, you will be responsible for hunting new business, building pipeline, and selling Coupa's cloud-based spend management solutions to C-level prospects. The successful candidate will have a strong executive presence, a track record of exceeding sales quota, and the ability to drive deals to closure. In this role, you will work in an agile and inspiring working environment, equipped with the best sales support tools available in the market. You will also receive the support of a committed, experienced, and highly skilled pre-sales team. The ideal candidate will have a deep understanding of business spend management and the ability to identify strategic client pains, developing outstanding and compelling value propositions that focus on delivering business value to the client. Coupa is a pioneer in the field of business spend management, leveraging AI and industry-leading technology to empower customers with greater efficiency and visibility in their spend. The company has a collaborative culture, driven by transparency, openness, and a shared commitment to excellence. With a global impact, Coupa's work has a measurable effect on clients, the business, and each other.What You Will Do
- Prospecting, building pipeline, and selling Coupa cloud-based spend management solutions to C-level prospects
- Engaging with C-level prospects to position Coupa's strategic value proposition and lead the deal to closure
- Forecasting accurately and adopting the concept of Business Value Selling within the context of the Challenger Sale model
- Providing proactive, trusted thought leadership and collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
- Developing and delivering premier Executive Sales proposals to C-level prospects
- Engaging with C-level prospects to position Coupa's strategic value proposition and drive deals to closure
- Documenting daily activity in Salesforce to supervise the performance
- Collaborating with the pre-sales team to develop and deliver customized sales proposals
- Identifying and mitigating risks, and developing strategies to overcome objections
- Building and maintaining strong relationships with key decision-makers and influencers
What We Are Looking For
- Strong and demonstrable experience of sophisticated direct sales in the software industry, selling at 'C' Level
- Consistent track record of exceeding sales quota in an enterprise SaaS environment
- Strong executive presence and the ability to lead multi-stakeholder sales cycles and close large deals
- A history of pro-actively hunting new business and experience with enterprise account planning
- Experience selling business value to Finance and Business customers using return on investment and TCO models
- Ability to identify strategic client pains and develop outstanding and compelling value propositions
- Compassionate and successful at engaging with all levels in an organisation
- Strong organisational capability and specific experience with Salesforce
- Business Spend Management domain expertise or Enterprise SaaS selling experience
Nice to Have
- Experience with cloud-based spend management solutions
- Knowledge of AI and machine learning in the context of business spend management
- Experience with sales support tools and technologies
- Certification in sales or a related field
Benefits and Perks
- Competitive salary and benefits package
- Equity and stock options
- Flexible and remote work arrangements
- Comprehensive health and wellness program
- Professional development and training opportunities
- Access to cutting-edge sales support tools and technologies
- Collaborative and dynamic work environment
How to Stand Out
- Develop a strong understanding of business spend management and the value proposition of Coupa's solutions
- Prepare to provide specific examples of your experience in direct sales, particularly in the software industry
- Make sure you have a strong executive presence and the ability to engage with C-level prospects
- Be prepared to talk about your experience with Salesforce and other sales support tools
- Research the company and the market to understand the current landscape and the challenges that Coupa's clients face
- Highlight your ability to identify strategic client pains and develop compelling value propositions
- Be ready to discuss your experience with enterprise account planning and your ability to drive deals to closure
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