Account Executive, Mid Market, New Business - 10184

Coupa Software, Inc.; Los Angeles (CA); Remote; USD 110,000 - 120,000; Full time

Job summary

Join a leading company as a Mid-Market Account Executive, driving new business growth within accounts up to $1B. Own your territory with a focus on delivering value through Coupa's cloud-based management solutions while establishing strong relationships with stakeholders.

Qualifications

• Strong experience in software sales targeting mid-market customers.
• Proven track record in managing multi-stakeholder sales cycles.
• Self-motivated with strong executive presence.

Responsibilities

• Manage full sales cycle from lead qualification to close.
• Prospecting and building pipeline for cloud-based solutions.
• Collaborating with internal teams to create joint vision roadmaps.

Skills

Sales

Relationship Building

Stakeholder Engagement

Business Value Selling

Job description

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 Mid-Market Account Executive to Coupa:

As a Mid-Market Account Executive at Coupa, you’ll drive new business growth within accounts up to $1B in revenue. Partnering with ADRs and pre-sales, you’ll manage the full sales cycle—from lead qualification to close—while delivering exceptional value to prospective customers. Your ability to build strong relationships, identify needs, and position Coupa’s Total Spend Management platform will be key to expanding our market presence and revenue. This is a high-impact role shaping the future of mid-market success at Coupa.

What You'll 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 $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.

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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.

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