Jacob Richards
Boston,MA
Summary
High-performing sales professional with a proven ability to generate qualified pipeline and support deal progression in complex B2B environments. Motivated by continuous learning, product mastery, and expanding responsibility within the sales cycle.
Overview
2
2
years of professional experience
Work History
Account Development Representative
Coupa
Boston, MA
11.2024 - Current
- Executed targeted inbound and outbound prospecting aligned to defined ICPs, generating qualified pipeline with finance and procurement stakeholders
- Achieved 110% of annual quota in FY26 through disciplined prospecting, qualification, and opportunity creation
- Qualified opportunities through structured discovery, assessing business pain, stakeholder alignment, timing, and deal risk prior to AE handoff
- Developed a strong working knowledge of the Coupa platform, enabling clear, value-based conversations across Procure-to-Pay and Accounts Payable Automation workflows
- Collaborated with Account Executives to create net-new opportunities and facilitate early-stage deal progression through discovery and solution alignment
Boston Park Plaza Hotel
Hilton
Boston , MA
12.2023 - 11.2024
- Provided direct sales support to six quota-carrying sellers by coordinating site visits, preparing client-facing materials, and executing tailored amenity and food and beverage experiences to advance deal outcomes
- Supported deal execution by generating and editing client contracts, confirming negotiated pricing and terms for group bookings ranging from $30K to $700K in revenue
- Responded to active inbound leads by producing timely, customized sales proposals and presentations via Cvent, consistently meeting 24-hour response expectations
- Coordinated lead intake and assignment for seven sellers, ensuring prompt follow-up on high-priority opportunities and balanced pipeline distribution
- Updated opportunity and booking records in Salesforce, including space blocking, room inventory, and contract data to enhance forecasting and revenue tracking
Education
Bachelor of Science - Hospitality Management
Florida State University
Tallahassee, FL05-2021
Skills
- Prospecting techniques
- Opportunity qualification
- Sales process adherence
- Value-based messaging
- Event marketing support
- Sales tools proficiency
Accomplishments
Coupa ADR of the Quarter - FY26 Q2
Timeline
Account Development Representative
Coupa
11.2024 - Current
Boston Park Plaza Hotel
Hilton
12.2023 - 11.2024
Bachelor of Science - Hospitality Management
Florida State University