Account Executive- Mid Market- New Business

To be successful as an Account Executive - Mid Market - New Business at Coupa, you'll need strong experience in software sales, particularly focusing on mid-market customers. Executive presence, self-motivation, and resilience are crucial. You should be adept at multi-stakeholder sales cycles and have a proven track record in hunting new business opportunities, especially through ROI and TCO models. Familiarity with financial and business customer needs is a plus.

At Coupa, the culture is collaborative and transparent. As an Account Executive - Mid Market - New Business, you'll work closely with Account Development Representatives and various internal teams. We value teamwork and strive for excellence, ensuring everyone’s contribution is recognized. You'll have the opportunity to share ideas, participate in decision-making, and enhance our innovative solutions together.

Coupa is committed to fostering an environment of continuous learning and development. As an Account Executive - Mid Market - New Business, you will have access to various training programs designed to sharpen your sales skills and deepen your industry knowledge. Coupa encourages personal and professional advancement, ensuring you have the tools needed to succeed and grow in your career.

A typical day as an Account Executive - Mid Market - New Business at Coupa involves prospecting, engaging with multiple stakeholders within target companies, and developing account plans. You'll leverage your sales skills to identify client pain points and provide tailored solutions. Collaborating with fellow team members to refine strategies and share successes will also be part of your daily routine.

In the role of Account Executive - Mid Market - New Business at Coupa, you will engage with mid-market organizations with revenues approaching USD 1 billion. This diverse clientele spans various industries, providing challenges and opportunities to understand their unique needs and tailor Coupa's solutions effectively.

Sales targets for the Account Executive - Mid Market - New Business position at Coupa will be challenging yet achievable. You will be expected to meet or exceed your quotas based on new business results, depending on the pipeline and the specific dynamics of your territory. The support from the team and the quality of Coupa’s offering will empower you to reach these goals.

Success as an Account Executive - Mid Market - New Business at Coupa is defined not just by hitting sales numbers but also by how effectively you build relationships with clients. Key metrics include your ability to qualify leads, nurture those prospects, create value through meaningful solutions, and your overall contribution to team success in the mid-market segment.

When discussing your experience in software sales during the interview, focus on highlighting specific roles where you have successfully sold software solutions, particularly to mid-market customers. Mention notable achievements, such as sales quotas you've exceeded or unique strategies you've implemented to close deals. Providing concrete examples will help demonstrate your expertise.

In answering how you approach prospecting, outline your methodology for identifying potential leads, including researching companies, leveraging your network, and utilizing social media. Discuss the importance of qualifying leads before engaging and how you tailor your messaging to resonate with each prospect's unique pain points and needs.

When asked about your relationship-building strategies, share specific techniques you utilize to establish rapport and trust with clients. Discuss the importance of active listening, regular communication, providing valuable insights, and being responsive to their needs, while positioning yourself as a trusted advisor in the process.

In your response to handling objections, emphasize the importance of listening and understanding the client's concerns before addressing them. Provide examples of how you've successfully navigated objections in the past by demonstrating empathy, presenting solutions, and articulating the value that your product brings to the client.

For the question regarding your experience with multi-stakeholder sales processes, describe situations where you've engaged various decision-makers within a client organization. Highlight how you tailored your approach to meet the unique perspectives and interests of each stakeholder, and their influence on the overall sales cycle.

When discussing how you evaluate and prioritize sales opportunities, share your criteria for determining which leads to pursue. Discuss factors such as the potential revenue, the fit with your offering, and how closely aligned the prospect's needs are with Coupa's solutions. Explain your process for keeping track of your pipeline and ensuring you focus on high-potential opportunities.

In response to tracking sales performance metrics, highlight key indicators such as monthly quotas, conversion rates, and customer acquisition costs. Discuss how these metrics help you assess the effectiveness of your sales strategies and adjust your approach to continuously improve performance.

When asked for a successful sales pitch example, tell a compelling story about a real-life scenario where you effectively pitched Coupa's offering to a prospective client. Include details about the prospect's challenges, how you presented the solution, and the positive outcome that resulted from your efforts.

Emphasize the importance of continuous learning and adaptation to market trends and customer needs. Discuss various methods you use, such as following industry news, attending webinars, participating in networking events, and gathering feedback from clients to sharpen your understanding of the market landscape.

In response to what motivates you in sales, share personal motivations that align with succeeding in a sales environment such as achieving targets, the thrill of closing a deal, helping clients overcome challenges, and the opportunity for professional growth and advancement within the company like Coupa.