Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

As a Mid-Market Account Executive at Coupa, you will significantly impact our organization by driving new business growth within our mid-market account segment. Your role as a quota-carrying sales professional is instrumental in identifying and serving prospective customers, from opportunity qualification to contract award. Working closely with our Account Development Representatives (ADRs), you will collaborate to qualify new leads while developing your pipeline of opportunities. Leveraging the support of our established pre-sales team, you will deliver exceptional value to mid-market accounts with revenues up to USD 1 billion.

Your contributions as a Mid-Market Account Executive will directly influence our success in expanding our market presence and revenue growth. Through your expertise in sales and deep understanding of our customer’s needs, you will establish Coupa as the preferred partner for mid-market organizations seeking to optimise their spend management. By effectively nurturing relationships, qualifying leads, and closing deals, you will drive our organization forward and solidify our position as the leading Total Spend Management Platform. Join us in shaping the future of mid-market sales at Coupa, an exciting opportunity that will allow you to make a lasting impact on our organization’s success.

What you will do:

Prospecting, building pipeline, and selling Coupa’s cloud-based spend management solutions
Taking ownership of your territory, meeting or exceeding sales quotas and driving new business results
Engaging with multiple stakeholders across departments and levels, identifying pain points and decision-makers to develop comprehensive account development plans
Establishing yourself as a trusted advisor, providing proactive thought leadership and addressing prospect concerns and objections
Collaborating with customers, internal teams, and Coupa partners to create joint vision roadmaps, demonstrating the value Coupa will deliver

What you will bring to Coupa:

Strong and demonstrable experience in software sales and selling to mid-market customers
Executive presence, self-motivation, and resilience
Expertise in leading multi-stakeholder sales cycles and closing deals
Proven track record of proactively hunting new business opportunities
Experience selling business value to Finance and Business customers, focusing on ROI and TCO models rather than product features

The estimated pay range for this role is as follows:

•Based in California: Base range of $110,000 - 120,000 + eligibility for commission with an estimated pay mix of 50/50.

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

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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today’s dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

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Sr. Account Executive

Mid-Market

Coupa Software

Compensation Overview

What you will do:

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