Account Executive, Mid market

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 a Account Executive, Customer Growth at Coupa As an Account Executive on the Customer Growth team, you will play a critical role in driving revenue expansion within our existing Corporate and Mid-Market customer base. By combining strategic account planning with a deep understanding of Coupa’s value proposition, you’ll partner with C-level executives—particularly CFOs—to identify opportunities that align business objectives with Coupa’s cloud-based spend management solutions. Your ability to build trust, lead cross-functional teams, and deliver tailored, value-based proposals will accelerate adoption, deepen customer relationships, and help our clients realize measurable ROI. In this highly collaborative and fast-paced environment, your work directly contributes to Coupa’s continued growth and our customers’ long-term success. What You’ll Do: Consistently exceed annual sales targets by driving the full sales cycle—from prospecting and pipeline generation to closing deals—with a focus on existing Corporate and Mid-Market Coupa customers. Develop and execute detailed Account Plans and Joint Vision Roadmaps that align Coupa’s value proposition with customer goals, leveraging cross-functional internal teams and partners as needed. Engage frequently with C-level executives , especially CFOs, to deliver tailored executive proposals, business process assessments, and roadmapping discussions that highlight strategic value. Deliver proactive thought leadership and customer engagement through in-person meetings, demos, pricing discussions, and events to position Coupa as a trusted advisor. Adopt and implement Coupa Sales Best Practices , ensuring accurate forecasting (+/- 10%) and maintaining clean, up-to-date data in Salesforce and Clari. Collaborate in a team-selling environment , including co-selling with Resellers and Alliance Partners, to maximize deal velocity and long-term customer success. What You Will Bring to Coupa: 5+ years of direct software sales experience with a proven track record of consistently exceeding quotas in both on-premise and SaaS environments; experience in AP automation and spend management is highly desired. Demonstrated success in new business development and customer sales within the region, with the ability to provide references; must be experienced in managing complex, multi-stakeholder sales cycles and closing large deals. Strong executive presence and communication skills , comfortable engaging at all organizational levels—particularly with CFOs and Finance leaders—using ROI/TCO models to position business value over features. Strategic and consultative selling skills , including the ability to identify client pain points and deliver compelling, value-based solutions that drive business outcomes. Team-oriented and competitive , with excellent relationship-building abilities, a collaborative selling mindset, and a strong drive to win in fast-paced environments. Organized and financially savvy , with experience in territory planning, mid-market account management, and the willingness to travel as needed; bachelor’s degree or equivalent experience required. The estimated pay range for this role is Base range of $110,000-120,000 + eligibility for commission with an estimated pay mix of 50/50 The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location. #LI-REMOTE #LI-MH2 Global Well-Being Perks (For All Employees Globally) Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together . Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month . Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about . Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents . Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel . Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles . Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process. 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. By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. 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