Account Executive, MidMarket

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🏄 California – Remote

🏄 California – Remote

💵 $100k - $113.3k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Coupa Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2006

☁️ SaaS

💸 Finance

🛍️ eCommerce

SaaS • Finance • eCommerce

Coupa Software is a leading provider of business spend management solutions. Their platform focuses on optimizing and transforming direct and indirect spend across procurement, finance, supply chain, and IT. Coupa leverages AI and extensive data insights to drive cost efficiencies, manage supplier relationships, and mitigate risks. With products covering areas such as invoicing, payments, expense management, and supply chain collaboration, Coupa serves a wide range of industries including automotive, healthcare, retail, and more. Their comprehensive community and partner ecosystem enable organizations to unlock hidden savings and improve compliance, promoting growth and resilience in a changing economic climate.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• Health insurance • Retirement plans • Flexible work arrangements • Professional development • Bonuses