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Senior Enterprise Sales Director
2 months ago
About the Role:
Coupa is seeking a highly experienced Senior Enterprise Sales Director to join our team. As a key member of our sales organization, you will be responsible for driving sales growth and revenue expansion in the enterprise segment.
Key Responsibilities:
- Develop and execute a strategic sales plan to achieve annual sales targets and exceed them.
- Build and maintain strong relationships with C-level executives, particularly CFOs, to position Coupa's enterprise value proposition and drive sales.
- Prospect, build pipeline, and sell Coupa's cloud-based spend management solutions to enterprise clients.
- Collaborate with cross-functional teams, including marketing and product, to develop and execute sales campaigns and drive demand generation.
- Develop and deliver world-class executive sales proposals to C-level prospects.
- Implement Coupa's sales best practices and maintain a high level of forecasting accuracy.
- 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.
Requirements:
- Minimum 10+ years of direct sales experience in the software industry, with a proven track record of achieving/exceeding sales quota.
- Extensive direct sales and business development experience in the region, with a strong network of contacts and references.
- Strong executive presence, comfortable with C-level executives, and expertise in managing multi-stakeholder sales cycles and closing large deals.
- Ability to prospect within greenfield accounts, organize, and experience with enterprise account planning.
- Focused on selling business value to finance and business stakeholders using ROI and TCO models.
- Ability to identify enterprise client pains and develop unique and compelling value propositions.
- Equally successful at engaging with all levels in an organization, bottom-up and top-down.
- Assertive, passionate, consultative, loves to compete and win, and great at building relationships and working within a team-selling environment.
- Excellent oral and written communication skills, experience with selling SaaS solutions, and spend management domain expertise desired.
- Bachelor's Degree or equivalent experience required.
