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.
Impact of the Digital Sales Executive:
Part of a new team you will focus on connecting with mid-market organisations across Europe. You will be responsible for sourcing the company and then all communications about Coupa through the successful signing of a contract.
This is an exciting new team and would be a great step for someone coming from a traditional phone-based Business Development role and who is looking to take their first steps to running a sales quota.
Fluency in English is a must. Another European language would be a benefit.
Expectations would be that if you are not already in Madrid you would be able to move there within 3-6 months.
What You'll Do:
- Exceed annual sales targets
- Develop a 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 corporate and greenfield 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
- 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%)
- 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 (http://www.executiveboard.com/exbd-resources/content/challenger/index.html)
- 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
What You Will Bring to Coupa:
- Direct sales experience in the software industry (must be domain software experience).
- Demonstrate a successful career with extensive direct sales and business development experience in the Region, and should be able to provide direct references in the Region who can attest to the acclaimed 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
- Focused on 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
- Equally successful at engaging with all levels in an organization (bottom up & top down)
- Assertive, Passionate, Consultative, loves to compete and win
- Great at building relationships and working within a team-selling environment
- Excellent oral and written communication skills
- Experience with selling SaaS solutions
- AP Automation and spend management domain expertise desired
- Must be able to work in a fast paced and passionate environment
- Bachelor Degree or equivalent experience required
- Strong financial acumen
- Proven ability to create and execute on territory business plans
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At Coupa, 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. 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.
Please be advised that inquiries or resumes from recruiters will not be accepted.
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