Regional Inside Sales Lead

Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

What you will do:

• Recruit, Hire, Grow, and Retain high energy, results driven outbound Inside Sales Representatives who can evangelize a transformational software platform to a HUGE underserved market
• Own all growth strategies for the ISR segment
• You are both strategic and tactical
• You can design and execute on a plan
• You have a vision for long term predictable pipeline generation
• Create and foster a performance-driven culture where every ISR strives to be #1 among peers every day
• Create a target prospecting plan of key personas and vertical targets, including messaging, content, campaigns, and awareness building
• Focus on ISR productivity, day-to-day operations, monitor and track ISR productivity (outreach activity, opportunity creation, progression, etc)
• Train ISRs on questioning techniques, objection handling strategies, storytelling, and differentiated messaging to persistently explore and uncover the pains of our prospects that align to our solution
• Maintain weekly 1:1s with ISRs to speed up RAMP (for new hires) and accelerate ISR development. Every ISR gets a minimum of 1 hour/week for 1:1 coaching
• Develop & manage new reports and dashboards in Salesforce.com to track team performance and use in regular coaching sessions and executive briefings.
• Work with the sales team to drive effective campaigns with clear success metrics
• Report quantifiable individual and team results and metrics to the Sales Leadership team every week
• Bring a perspective at all times, understand you have a seat at the table, and pipe up when you see opportunity to get better
• Direct support by Area Vice President MM

What you will bring to Coupa:

• Proven successful management of Inside Sales / Account Development team or comparable experience
• Proven experience in a solution selling environment
• Bachelor’s degree required
• Salesforce.com experience required
• Experience in building highly effective and efficient prospecting campaigns
• Experience selling enterprise cloud applications
• Entrepreneurial, disciplined leader who gets the best out of his/her team

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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. 

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