Enterprise Sales Development Manager
Chicago, Illinois, United States
Sales – Sales /
Mid-Senior Level /
Hybrid
Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.
Do you want to work for Coupa Software, the world’s leading provider of cloud-based spend management solutions?
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
Responsibilities:
- Recruit, Hire, Grow, and Retain high energy, results driven outbound Account Development Representatives who can evangelize a transformational software platform to a HUGE underserved market.
- Own all growth strategies for the ADR segment.
- You are both strategic and tactical. You can design and execute on a plan. You have a vision for long term predictable pipeline generation.
- Create and foster a performance-driven culture where every ADR strives to be #1 among peers every day.
- Create a target prospecting plan of key personas and vertical targets, including messaging, content, campaigns, and awareness building.
- Focus on ADR productivity, day-to-day operations, monitor and track ADR productivity (outreach activity, opportunity creation, progression, etc)
- Train ADRs on questioning techniques, objection handling strategies, storytelling, and differentiated messaging to persistently explore and uncover the pains of our prospects that align to our solution.
- Maintain weekly 1:1s with ADRs to speed up RAMP (for new hires) and accelerate ADR development. Every ADR gets a minimum of 1 hour/week for 1:1 coaching.
- Develop & manage new reports and dashboards inSalesforce.com to track team performance and use in regular coaching sessions and executive briefings.
- Work with the marketing team to drive effective campaigns with clear success metrics
- Report quantifiable individual and team results and metrics to the Sales Leadership team every week.
- Bring a perspective at all times, understand you have a seat at the table, and pipe up when you see opportunity to get better
Requirements:
- 3+ years successful management of Inside Sales / Account Development team or comparable experience
- 5+ years of experience in a solution selling environment
- Bachelor’s degree required
- Salesforce.com experience required
- Experience in building highly effective and efficient prospecting campaigns.
- Experience selling enterprise cloud applications.
- Entrepreneurial, disciplined leader who gets the best out of his / her team.
- Sandler Selling and/or J. Barrows training a plus
This role is based in the Chicago area and can work out of our downtown Chicago office 2 times a week.
#LI-Hybrid
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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.
At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.
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