Account Exec, Mid-Market - 11405

About the Role

Coupa's total spend management platform is at the forefront of innovation, informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. Our platform empowers businesses to predict, prescribe, and automate smarter, more profitable decisions, improving operating margins. This is an exciting opportunity to join a company that values collaboration, transparency, and excellence, with a culture driven by these principles.

What You Will Do

• Prospect, build pipeline, and sell Coupa's cloud-based spend management solutions to mid-market customers.
• Take ownership of your territory, meeting or exceeding sales quotas and driving new business results through strategic planning and execution.
• Engage with multiple stakeholders across departments and levels to develop comprehensive account development plans, identifying pain points and decision-makers.
• Establish yourself as a trusted advisor, providing proactive thought leadership and addressing prospect concerns and objections through effective communication and relationship-building.
• Collaborate with customers, internal teams, and Coupa partners to create joint vision roadmaps, demonstrating the value Coupa will deliver through our total spend management platform.
• Conduct needs assessments and deliver tailored solutions that meet the unique requirements of each customer, leveraging your understanding of their business goals and challenges.
• Develop and maintain a thorough understanding of Coupa's products and services, staying up-to-date with the latest features and innovations.
• Participate in sales forecasting, pipeline management, and territory planning to ensure accurate projections and effective resource allocation.
• Identify and pursue new business opportunities through research, networking, and strategic outreach, expanding Coupa's presence in the mid-market segment.

What We Are Looking For

• Strong and demonstrable experience in software sales, preferably in the spend management or related fields, with a focus on mid-market customers.
• Executive presence, self-motivation, and resilience, with the ability to work effectively in a fast-paced, remote environment.
• Expertise in leading multi-stakeholder sales cycles and closing deals, with a proven track record of proactively hunting new business opportunities.
• Experience selling business value to Finance and Business customers, focusing on ROI and TCO models rather than product features, and leveraging Excel for data analysis and presentation.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build strong relationships with customers, colleagues, and partners.
• Strong understanding of the mid-market segment, including the challenges and opportunities faced by these organizations, and how Coupa's solutions can address their needs.
• Ability to work collaboratively as part of a remote team, with a strong commitment to transparency, openness, and shared excellence.

Nice to Have

• Experience with CRM systems and sales automation tools, with the ability to leverage these technologies to streamline sales processes and enhance customer engagement.
• Knowledge of the spend management industry, including trends, challenges, and best practices, with a passion for staying up-to-date with the latest developments and innovations.
• Certification in sales or a related field, such as a CSP or equivalent, demonstrating a commitment to professional development and continuous learning.

Benefits and Perks

• Competitive salary and eligibility for commission, with a comprehensive compensation package that recognizes and rewards your contributions to Coupa's success.
• Opportunities for career growth and professional development, including training, mentorship, and access to a network of experienced professionals.
• Collaborative and dynamic work environment, with a culture that values transparency, openness, and shared excellence, and prioritizes the well-being and happiness of our team members.
• Flexible and remote work arrangements, with the ability to work from anywhere and balance your professional and personal life, supported by a stipend for remote work expenses.
• Access to the latest technology and tools, including Coupa's pioneering spend management platform, to help you succeed in your role and drive business growth.
• Comprehensive benefits package, including health, dental, and vision insurance, 401(k) matching, and generous PTO, designed to support your overall well-being and quality of life.

• Develop a strong understanding of Coupa's total spend management platform and its applications in the mid-market segment, including the ability to articulate its value proposition and unique differentiators.
• Leverage your Excel skills to analyze data, identify trends, and develop compelling presentations that showcase your expertise and insights.
• Prepare to address common objections and concerns that prospective customers may have, using your knowledge of the spend management industry and Coupa's solutions to build trust and credibility.
• Showcase your ability to navigate complex stakeholder relationships and develop comprehensive account development plans that meet the unique needs of each customer.
• Be prepared to discuss your experience with sales automation tools and CRM systems, and how you can leverage these technologies to drive sales growth and enhance customer engagement.
• Research Coupa's culture and values, and be prepared to discuss how your skills and experience align with the company's pioneering technology and collaborative culture, demonstrating your passion for innovation and excellence.