Account Director, Enterprise Accounts – UK

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  • Salary:
    negotiable / month
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  • Posted:
    3 days ago
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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.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….Coupa are one of the fastest-growing enterprise cloud companies in the world right now delivering real and measurable value to our customers in the domain of Business Spend Management (BSM). As we continue to scale we are looking for an Account Director to focus on hunting for new enterprise customers.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.On a daily basis you will…Prospect, building pipeline and selling Coupa cloud-based spend management solutionsEngage with C-level prospects to position Coupa’s strategic value proposition and manage the deal to closureAdopt the concept of Business Value Selling within the context of the Challenger Sale modelProvide proactive, trusted thought leadershipCollaborate with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliverDevelop and deliver world-class Executive Sales proposals to C-level prospectsEngage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closureDocument daily activity in Salesforce to track performanceOur ideal candidate….Strong and demonstrable experience of complex direct sales in the software industry selling at ‘C’ LevelConsistent track record of exceeding sales quota in an enterprise SaaS environmentStrong executive presenceExpertise in managing multi-stakeholder sales cycles and closing large 6 figure dealsA history of pro-actively hunting new businessStrong organisational capability and specific experience with enterprise account planningExperience 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 clientEmpathy and is successful at engaging with all levels in an organisationA strong focus on building relationships and working within a team-selling environmentBusiness Spend Management domain expertise (ideal) or Enterprise SaaS selling experienceA desire to work in a fast-paced and passionate environmentThis is an excellent opportunity to impact the growth of Coupa in the UK and Ireland bringing value to our customers.At Coupa, we have a strong and innovative team dedicated to improving the spend managementprocesses of today’s dynamic businesses. It’s our people who make it happen, and we strive toattract and retain the best in every discipline.We take care of our employees every way we can, with competitive compensation packages, aswell as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensivehealth 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.By submitting your application you acknowledge that you have read Coupa’s Privacy Policy ( and understand, that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa’s ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. 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