• Selling and contracting with companies over 150 employees • Carry and accurately forecast a personal quota • Building outbound pipeline using tools like Cognism, SalesLoft, and LinkedIn Sales Navigator • Consistently exceed quarterly and annual sales targets • Prospect, educate, social sell and qualify leads to create sales-ready opportunities • Develop your own leads by researching accounts and developing relationships with various levels and multiple departments in each organization • Successfully manage and overcome prospect objections • Consistently log activities as well as update/maintain account info in CRM • Stay on top of industry trends and emerging technologies to ensure you are a trusted resource to prospects and customers • Travel 10-15% domestic

• Own the full sales cycle from prospecting to close, targeting security and development leaders at enterprise accounts across the US. • Create opportunities through outbound, your network, and market knowledge. • Understand customer challenges and know how to map our platform to real business outcomes. • Find, navigate, and close complex, multi-stakeholder sales cycles. • Collaborate across sales, marketing, and customer success in a fast-moving startup. • Utilize tools like ZoomInfo, LinkedIn Navigator, Salesforce, SalesLoft, and Clari.

• Develop and nurture strong relationships with assigned customers, providing trusted consultation and support throughout the customer journey. • Cold call outside of assigned accounts to create leads for ASP products and services. • Collaborate with Account Managers to understand customer needs and deliver tailored solutions, including product demonstration, training presentations and in-servicing. • Assist in developing and executing strategic account plans to drive revenue growth and maximize the impact of ASP solutions. • Provide hands-on support to customers, ensuring optimal utilization and effectiveness of our products and services. • Work closely with internal teams to address customer inquiries, resolve issues, and uphold our commitment to seamless customer experiences. • Collaborate with internal and external stakeholders to support various projects as required, such as new product launches, process improvements, or customer-specific initiatives. • Stay updated on industry trends and competitor activities, identifying growth opportunities and proactively addressing customer needs. • Engage with local chapters of professional organizations such as AORN, IAHCSMM, SGNA, and regional buying groups to foster connections and stay informed. • Leverage tools, systems, and dashboards proactively to analyze sales performance and drive continuous improvement.

• Drive and develop cross-selling revenue with assigned accounts to meet or exceed quota in a dynamic, fast-growing organization and highly competitive environment • Work with customer, CVMs, and other internal teams to identify cross-sell opportunities that will expand Coupa’s share of wallet and are also in alignment with the customer’s business objectives • Design and execute an account development strategy to position Coupa as the market leader in Business Spend Management • Build out an account penetration model that encourages multi-angle access to key stakeholders • Align overall value messaging targeted towards the chief economic buyer in target accounts • Partner with supporting functions such as Customer Value managers, Value Solutions Consultants, and Customer Support to strengthen the brand of Coupa in assigned accounts