Account Executive, MidMarket - 11595

3 days, 5 hours ago
Full-time
Mid Level
Sales and Business Development
Coupa Software

Coupa Software

Coupa Software is the premier cloud-based finance platform, empowering companies worldwide to optimize spend, boost profits, and reduce costs with a comprehensive suite of modules.

Internet Software & Services
1K-5K
Founded 2006

Description

  • Drive a high volume of weekly customer meetings, prospecting, and opportunity progression.
  • Navigate complex buying groups across legal, IT, finance, and procurement.
  • Lead executive-level conversations with CFOs, VPs, and senior finance stakeholders.
  • Uncover business pain points, quantify value, and build strong ROI cases.
  • Sell outcomes rather than software features.
  • Hit or exceed quarterly quotas with disciplined pipeline management and accurate forecasting.
  • Maintain a clean and accurate Salesforce pipeline and understand deal status in detail.
  • Partner with ADRs, sales engineers, and customer success to improve win rates and accelerate sales cycles.
  • Position Coupa as the preferred platform for total spend management.
  • Stay current on procurement, AP automation, and enterprise SaaS market trends.

Requirements

  • 4+ years of overachievement in B2B SaaS selling to mid-market accounts of $100M–$1B in revenue.
  • Proven success closing complex, multi-stakeholder sales cycles.
  • Experience confidently leading executive conversations and building consensus.
  • Background in procurement, spend management, ERP, or related technology.
  • Strong skills in ROI modeling, TCO analysis, and business-case selling.
  • Experience using Salesforce and sales engagement tools to manage a tight pipeline.
  • Ability to build pipeline from scratch.
  • Resilient, fast-moving, and motivated to win.
  • Growth mindset with an iterative test, learn, repeat approach.

Benefits

  • Estimated base salary range of $100,000 to $113,333 plus commission eligibility.
  • Welcoming and inclusive work environment.
  • Equal opportunity employment practices.
  • Fair hiring, compensation, training, and performance evaluation processes.
  • Remote work arrangement.

Interested in this position?

Apply directly on the company website

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