What are the responsibilities and job description for the Inside Sales Leader - RVP position at Coupa?
Boston, Massachusetts, United States
Sales - Sales
/
Director
/
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.
Coupa is expanding and seeking a strategic Sales Leader to lead and grow our inside sales team for the Mid-Market segment in the U.S. This dynamic leader will build and enhance high-performance sales teams, establish strategic customer relationships, and navigate complex deals to promote Coupa's Margin Multiplier product suite. By providing training, conducting reviews, and collaborating with other sales leaders, this role will ensure lead quality, accurate forecasts, and implement process improvements to drive efficiency and productivity, making a significant impact on Coupa and its customers.
What you will do:
As an Inside Sales Leader at Coupa, you will lead a team of Inside Sales Reps to generate, develop and close new revenue opportunities. By providing training and support, you'll enhance the team's understanding of their role, Coupa’s products, and best practices for inside sales. You will conduct regular call and presentation reviews, pipeline and deal reviews, and assist reps in winning deals through onsite presentations, negotiations, and deal strategy. Collaborating closely with sales leadership, you will ensure lead quality, quantity, and proper follow- up, while providing detailed performance analysis and accurate forecasts. Additionally, you will identify and implement process improvements to enhance efficiency and productivity.
What you will bring to Coupa:
4 years in software/SaaS, ideally in CX, CRM, ERP, and/or B2B software companies, with 2 years in sales leadership roles
Experience in first line sales leadership, managing teams selling to mid-sized accounts, and closing $75k-$100k deals
Strong operational and analytical abilities, including data analysis and trend identification for data-driven decisions
Proven experience navigating legal, security, and procurement organizations, and established relationships with key partners in the Mid-Market segment
Expertise in selling cloud-based applications, with knowledge of value selling and customer-centric methods (MEDDPICC a plus)
Ability to hire and develop new sales leaders, drive accurate forecasting, and manage pipeline development in alignment with our sales process framework
Excellent leadership, presentation, interpersonal, and customer service skills, with the ability to travel for customer visits and leadership meetings
BA/BS degree required; experience selling to commercial and public sector/government accounts is a plus
#LI-Hybrid
#LI-MH2
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.
Please be advised that 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. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
Sales - Sales
/
Director
/
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.
Coupa is expanding and seeking a strategic Sales Leader to lead and grow our inside sales team for the Mid-Market segment in the U.S. This dynamic leader will build and enhance high-performance sales teams, establish strategic customer relationships, and navigate complex deals to promote Coupa's Margin Multiplier product suite. By providing training, conducting reviews, and collaborating with other sales leaders, this role will ensure lead quality, accurate forecasts, and implement process improvements to drive efficiency and productivity, making a significant impact on Coupa and its customers.
What you will do:
As an Inside Sales Leader at Coupa, you will lead a team of Inside Sales Reps to generate, develop and close new revenue opportunities. By providing training and support, you'll enhance the team's understanding of their role, Coupa’s products, and best practices for inside sales. You will conduct regular call and presentation reviews, pipeline and deal reviews, and assist reps in winning deals through onsite presentations, negotiations, and deal strategy. Collaborating closely with sales leadership, you will ensure lead quality, quantity, and proper follow- up, while providing detailed performance analysis and accurate forecasts. Additionally, you will identify and implement process improvements to enhance efficiency and productivity.
What you will bring to Coupa:
4 years in software/SaaS, ideally in CX, CRM, ERP, and/or B2B software companies, with 2 years in sales leadership roles
Experience in first line sales leadership, managing teams selling to mid-sized accounts, and closing $75k-$100k deals
Strong operational and analytical abilities, including data analysis and trend identification for data-driven decisions
Proven experience navigating legal, security, and procurement organizations, and established relationships with key partners in the Mid-Market segment
Expertise in selling cloud-based applications, with knowledge of value selling and customer-centric methods (MEDDPICC a plus)
Ability to hire and develop new sales leaders, drive accurate forecasting, and manage pipeline development in alignment with our sales process framework
Excellent leadership, presentation, interpersonal, and customer service skills, with the ability to travel for customer visits and leadership meetings
BA/BS degree required; experience selling to commercial and public sector/government accounts is a plus
#LI-Hybrid
#LI-MH2
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.
Please be advised that 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. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
Salary : $75,000 - $100,000
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