• 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

• Grow market share and adoption of Genetec products • Understand each customer’s current environment and long-term goals to proactively expand Genetec product usage • Help customers fully use the platform and become strong advocates for Genetec within their organization • Proactively identify and pursue new business opportunities • Understand where buyers are in the cycle, influence early, promote our grants program, and position Genetec in RFPs when needed • Work closely with end user customers, channel partners, and your PAE to align on goals, strategies to drive demand for the platform • Align with Sales Engineers, SMEs, PAEs and the Genetec partner team to minimize conflict and meet customer needs • Attend and contribute to events focused on Public Safety and Public Admin verticals • Lead and support regional/national user groups to deepen customer engagement and insight • Maintain disciplined, strategic, and timely CRM activity • Continuously expand product and industry expertise through Genetec resources • Leverage internal tools, follow internal processes, and HR systems required for the AE role