Digital Sales Executive

As a Digital Sales Executive at Coupa, your main responsibilities will revolve around driving new business growth. This entails identifying strategic opportunities, managing the sales cycle from prospecting to closing, and working closely with the Digital Sales Team and partner resellers to optimize revenue generation. You’ll also engage with key stakeholders across target organizations to position Coupa effectively in the market.

To qualify as a Digital Sales Executive at Coupa, candidates should have a proven track record in enterprise software sales, particularly in areas related to spend management and financial SaaS solutions. Strong communication, negotiation, and relationship-building skills are essential, alongside an ability to manage complex sales cycles effectively. Fluency in English is required, and experience with partner resellers is a plus.

The Digital Sales Executive plays a crucial role in executing Coupa’s sales strategy by driving sales activities in the EMEA region. They develop and maintain a robust sales pipeline and are responsible for prospecting new clients and closing high-value deals, thereby expanding Coupa’s market footprint. Collaboration with partners is key to achieving shared sales goals.

Success as a Digital Sales Executive at Coupa hinges on several critical skills, including exceptional communication and interpersonal capabilities, strategic thinking for lead generation, and resilience in managing high-stakes sales processes. An understanding of software solutions and a results-driven mentality are also vital for navigating and closing complex deals in a competitive landscape.

Yes, some travel may be required for the Digital Sales Executive role at Coupa. This is part of engaging with key clients and stakeholders across the EMEA region to foster relationships, understand market needs better, and close high-value sales opportunities.

When answering this question, summarize your previous roles in sales, focusing on your successes in the enterprise software industry. Share specific examples of deals you closed, strategies you used to overcome challenges, and how you collaborated with teams to achieve sales targets.

Discuss your methods for identifying potential clients, such as market research, leveraging networking connections, and utilizing social media platforms. Highlight specific tools or software you have used to streamline this process and mention any metrics or results you've achieved.

Explain your approach to managing complex sales cycles by detailing your organizational skills, stakeholder engagement strategies, and how you maintain communication throughout the process. Providing a specific example of a complex deal you managed successfully could enhance your answer.

Articulate how you research each stakeholder’s background and needs, adapting your messaging to resonate with their specific interests and pain points. Emphasize the importance of understanding their roles and how your solution aligns with their goals.

Talk about the CRM tools and other sales enablement technologies you have experience with, and why you find them beneficial. Whether it’s for tracking leads, managing communications, or analyzing data, relate how these tools have enhanced your sales processes.

Share your perspective on handling rejection. Explain how you view setbacks as learning opportunities, and discuss strategies you employ to reflect on the experience to refine your approach and remain motivated when pursuing new leads.

Provide a detailed narrative of a specific deal you closed, focusing on your approach, the challenges faced, and how you navigated through them. Discuss the tactics that contributed to your success and what you learned from that experience.

Discuss your methods for prioritizing your sales activities, such as categorizing leads based on potential value, urgency, or relationship history. Emphasize your time management skills and how you ensure you're focusing on high-impact activities.

Illustrate the importance of collaboration by providing examples of how you've worked with teams or partners to achieve sales success. Highlight how mutual support and joint strategies have contributed to closing deals.

Reflect on what specifically draws you to Coupa, such as the company’s innovative approach to spend management and its collaborative culture. Align your answer to how your values and skills match with Coupa's mission and vision.