Account Executive, MidMarket - 11595

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.

🔹 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. 

Drive high volume of weekly activity that includes customer meetings, prospecting and opportunity progression

Navigate complex buying groups across legal, IT, finance, and procurement

Lead high-impact conversations with CFOs, VPs, and senior finance stakeholders

Uncover business pain, quantify value, and build airtight ROI cases

Sell outcomes—not software

Hit or exceed quarterly quotas with pipeline rigor and tight forecasting

Run a clean, accurate Salesforce motion—know your deals cold

Partner with ADRs, SEs, and CS to increase win rates and accelerate cycles

Position Coupa as the must-have platform for Total Spend Management

Stay sharp on procurement, AP automation, and enterprise SaaS trends

Bring insights that challenge their thinking—and move deals forward

4+ years of overachievement in B2B SaaS selling to mid-market ($100M–$1B)

Proven success closing complex, multi-stakeholder cycles

Confident leading executive conversations and building consensus

Experience in procurement, spend management, ERP, or related tech

Strong in ROI modeling, TCO analysis, and business-case selling

Skilled with Salesforce and sales engagement tools—you run a tight pipeline

Thrive building pipeline from scratch

Resilient, fast-moving, and motivated to win

Growth mindset—test, learn, iterate, repeat

The estimated pay range for this role is $100,000 - $113,333 + eligibility for commission 

 

The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

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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