Account Executive

Do you want to work for Coupa Software, the world's leading provider of cloud-based spend management solutions? We're a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth. At Coupa, we're building a great company that is laser focused on three core values:
**1. Ensure Customer Success** - Obsessive and unwavering commitment to making customers successful.

**2. Focus On Results** - Relentless focus on delivering results through innovation and a bias for action.

**3. Strive For Excellence** - Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

**The Team...**

You will be joining a successful strong and growing sales team that is focussed on delivering value to our customers. As part of the team, you can expect to work in an agile and inspiring working environment equipped with the best sales support tool available in the market. In addition, you will receive the support of a committed, experienced and highly skilled pre-sales team.

**Responsibilities**:

- Exceed annual sales targets
- Develop an Account Plan for each account, then drive the execution of that plan to success
- Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to net new mid-market accounts
- Engage with C-level executives to position Coupa's strategic 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
- Co-sell with Resellers and Alliance Partners as needed (Resellers and Partners are acquired and managed by the Coupa Alliances team out of Coupa headquarters in San Mateo, CA, and in locations around the globe)
- Orchestrate prospect and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make
- Create and execute Field Sales Campaigns to create demand
- Develop and deliver world-class Executive Sales proposals to C-level prospects
- Implement our Coupa Sales Best Practices
- Forecasting accurately (benchmark +/- 10%).
- Develop and deliver world class Executive Sales proposals to C-level prospects
- Engage with C-level prospects to position Coupa's strategic value proposition and drive deals to closure.
- 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.

**Requirements**:

- Minimum 10+ years of direct sales experience in the software industry (must be domain software 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

This is a great opportunity to join a fast growing team currently experiencing double-digit growth in a region where we already have strong and reference-able customers across different industries.

At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of today's dynamic businesses. It's our people who make it happen, and we strive to attract and retain the best in every discipline.

We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, retirement and savings plans with employer match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunches And much more

As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.
- Please be advised, inquiries or resumes from recruiters will not be accepted._