• Prospect, qualify, and close new enterprise B2B clients • Lead consultative conversations with senior decision-makers • Manage complex sales cycles across multiple stakeholders • Build and maintain strong executive-level client relationships • Partner with onboarding and account teams to ensure successful implementation • Identify and drive growth within existing accounts • Manage pipeline, forecasting, and CRM (HubSpot) with accuracy • Collaborate cross-functionally to deliver a high-quality client experience

• Develop and execute a strategic territory plan targeting key organizations and applicable use cases to build a robust pipeline and achieve quarterly and annual sales objectives. • Become an expert in our product offerings and industry solutions, delivering compelling demos, presentations, and proposals that clearly articulate business value. • Leverage deep knowledge of the market to position our solutions as the best fit for customer needs, highlighting the advantages over competing technologies and approaches. • Lead complex sales cycles with a solution-based approach, employing strategic selling strategies and tactics, including the Land & Expand model to grow accounts. • Manage the full sales process from prospecting to closing, consistently securing new logos and expanding within existing accounts. • Provide guidance and mentorship to Business Development Representatives (BDRs) and Field Marketing resources to align on target accounts and support pipeline development. • Maintain accurate and up-to-date information within the CRM system, ensuring data integrity and adhering to forecasting guidelines. • Develop strong partnerships with public cloud providers (AWS, Google, Microsoft Azure) and leverage these relationships to drive growth opportunities.

• Retain business customers through solution based selling • Make outbound calls to accounts • Prepare sales documentation and forecasts • Create proposals for customers • Drive sales growth and account retention • Document conversations in client management system • Minimize customer downgrading or leaving Comcast

• Prospect, qualify, and close new opportunities within $1B+ revenue accounts, while working closely with internal cross-functional teams and account owners • Engage CFOs, Treasurers, AP Managers, CPOS CIOs, and senior finance leaders to position Coupa’s I2P and Total Spend value, selling products tailored to fit Finance & AP teams • Lead discovery, executive workshops, and value-based demonstrations tailored to finance practitioners • Build ROI, TCO, and value realization models to support executive decision-making • Develop and execute account and territory plans that drive pipeline and revenue growth • Partner cross-functionally with sales, solutions consulting, and leadership to advance complex deals • Shape deal strategy, accelerate pipeline velocity, and manage large and complex sales cycles • Provide accurate forecasts and insights to sales leadership