The Impact of an Account Executive, MidMarket at Coupa: You'll lead the charge in transforming how mid-market companies (up to ~$1B revenue) manage every dollar they spend. As a Coupa AE, you'll run strategic, multi-threaded deals-partnering with CFOs, procurement leaders, and finance executives to unlock real, measurable ROI through visibility, compliance, and cost optimization. This isn't about features. It's about transforming how businesses run.
What You'll Do- 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
What You Will Bring to Coupa- 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.
