Account Director, Enterprise Accounts

Stockholm, Sweden
Sales – Sales
Full-time
Coupa Software (NASDAQ: COUP), a leader in business spend management (BSM), has been certified as a “Great Place to Work” by the Great Place to Work organization. We deliver “Value as a Service” by helping our customers maximize their spend under management, achieve significant cost savings and drive profitability. Coupa provides a unified, cloud-based spend management platform that connects hundreds of organizations representing the Americas, EMEA, and APAC with millions of suppliers globally. The Coupa platform provides greater visibility into and control over how companies spend money. Customers – small, medium and large – have used the Coupa platform to bring billions of dollars in cumulative spend under management. Learn more at www.coupa.com. Read more on the Coupa Blog or follow @Coupa on Twitter.

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 Opportunity….
Join one of the fastest growing enterprise SaaS companies in the world right now helping to grow one of our most consistently successful regions delivering value to our customers.

You can help us take advantage of the huge market opportunity we have to further grow this region.

The Team...
You will be joining a successful, strong and growing enterprise sales team that is focussed on delivering value to our enterprise 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 include...

    • Exceed annual sales targets
    • Develop an Enterprise Account Plan for each strategic account, then drive the execution of that plan to success
    • Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to strategic Coupa clients
    • Engage with C-level prospects 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
    • Collaborate with client and internal teams to build Joint Vision Roadmaps outlining the value that Coupa will deliver
    • Create and execute Field Sales Campaigns to create demand
    • Implement our Coupa Sales Best Practices
    • Maintain the system of record inSalesforce.com
    • 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
    • Adopt the concept of Business Value Selling within the context of the Challenger Sale model
    • 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

Our ideal candidate has…...

    • Strong and demonstrable experience of complex direct sales in the software industry selling at ‘C’ Level
    • Consistent track record of achieving/exceeding sales quota in an enterprise SaaS environment
    • Strong executive presence
    • Expertise in managing multi-stakeholder sales cycles and closing 6 figure deals
    • A history of pro-actively hunting new business
    • Strong organisational capability and specific experience with enterprise account planning
    • Experience 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
    • Empathy and is successful at engaging with all levels in an organisation
    • A strong focus on building relationships and working within a team-selling environment
    • Spend management domain expertise or Enterprise SaaS selling experience
    • A desire to work in a fast paced and passionate environment
    • Bachelor Degree or equivalent experience required
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, a flexible work environment…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, disability, sexual orientation,
gender identity or religion.

Please be advised, inquiries or resumes from recruiters will not be accepted.

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