Account Executive, Mid Market, New Business

Summary

Join Coupa as a Mid-Market Account Executive and drive new business growth within accounts up to $1B in revenue. Partner with ADRs and pre-sales to manage the full sales cycle, from lead qualification to close. Build strong relationships, identify customer needs, and position Coupa’s Total Spend Management platform. Expand Coupa’s market presence and revenue. This high-impact role shapes the future of mid-market success at Coupa. Coupa offers a pioneering technology, collaborative culture, and the opportunity to make a global impact. The company values teamwork, transparency, and a commitment to excellence.

Requirements

• 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

Responsibilities

• 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