Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins. Why join Coupa? Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend. Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence. Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. The Impact of a Digital Sales Executive at Coupa: The Inside Sales Rep (ISR) is a quota-carrying sales role serving both existing customers and new prospects that represent Coupa’s largest key accounts. The ISR partners with the sales Account Director who leads these account relationships to develop new prospects and close new accounts. Additionally, the ISR will own smaller upsell and cross-sell opportunities within existing accounts. What You'll Do: Exceed annual sales targets Develop an Account Plan for each account, then drive the execution of that plan to success Prospect, build pipeline, and sell Coupa cloud-based spend management solutions to net new corporate and greenfield mid-market accounts Engage with C-level executives to position Coupa’s strategic value proposition and drive deals to closure Adopt Business Value Selling within the Challenger Sale model Provide proactive, trusted thought leadership to target accounts Co-sell with Resellers and Alliance Partners as needed 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 generate demand Develop and deliver world-class Executive Sales proposals to C-level prospects Implement our Coupa Sales Best Practices Forecast accurately (benchmark +/- 10%) Maintain the system of record in Salesforce.com Engage with C-level prospects to position Coupa’s strategic value and close deals Align overall value messaging towards the chief economic buyer in target accounts Build an account penetration model for multi-angle access into key accounts What You Will Bring to Coupa: Experience in direct sales within the software industry, particularly domain software Proven success in direct sales and business development in the region, with references Consistent achievement/exceedance of sales quotas (on-premise and SaaS) Strong executive presence, especially with CFOs Experience managing multi-stakeholder sales cycles and closing large deals Ability to prospect within greenfield accounts Organized with specific experience in mid-market account planning Focus on selling business value using ROI and TCO models Ability to identify client pains and develop compelling value propositions Skilled at engaging at all organizational levels Assertive, passionate, consultative, competitive Excellent communication skills Experience selling SaaS solutions Domain expertise in AP Automation and spend management preferred Ability to thrive in a fast-paced environment Bachelor's degree or equivalent experience Strong financial acumen Proven ability to develop and execute territory business plans #LI-HYBRID #LI-PB Coupa is committed to equal opportunity and an inclusive work environment. We do not accept inquiries or resumes from recruiters. By applying, you acknowledge reading Coupa’s Privacy Policy and consent to the collection and use of your data for recruitment purposes. #J-18808-Ljbffr