Job Description

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
Why join Coupa?
🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

The Impact of an Account Development Representative at Coupa:

We’re looking for a driven and high-performing Account Development Representative (ADR) to join our team in North America. In this role, you’ll serve as the front line of engagement for prospective customers, qualifying inbound interest and generating early-stage pipeline in close partnership with Sales and Marketing.

What You'll Do:

Qualify inbound leads and outbound prospects to build a high-quality sales pipeline

Engage senior stakeholders (C-level, VP, Director) to uncover needs, priorities, and fit

Partner with Marketing and Sales on campaigns, territory planning, and pipeline strategy

Execute high-volume outreach across phone, email, social, and digital channels

Maintain accurate CRM data, activity tracking, and pipeline updates in Salesforce

Consistently hit KPIs (meetings, qualified leads, conversions) while staying knowledgeable on products and supporting events

What You Will Bring to Coupa:

1–2 years of experience in software or inside sales, including BDR/SDR roles

Demonstrated success in outbound prospecting and/or inbound lead qualification

Comfortable engaging senior executives at mid-market and enterprise organizations

Excellent written and verbal communication skills in English

Highly organized, self-motivated, with strong prioritization and follow-up abilities

Proven track record of exceeding KPIs and delivering results (CRM experience and bachelor’s degree required)

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Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
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