Sr. Account Executive, Mid-Market

Sr. Account Executive, Mid-Market - 10422

Base pay range: $/yr - $/yr

🔹 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.

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, 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. Through your expertise, you will establish Coupa as the preferred partner for mid‑market organizations seeking to optimize their spend management.

• 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.

• 4–5 years of 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 starting salary for the successful candidate will be based on permissible, non‑discriminatory factors such as skills, experience, and geographic location.

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.

Please be advised that inquiries or resumes from recruiters will not be accepted.

In this role you have the potential of making on target earnings up to $300 K, that is 50 % base / 50 % commission. Uncapped upside—your performance drives your earnings.

Salary for this role is determined based on factors such as location, relevant experience, education, and unique skills or expertise—your background and results help set your earning potential.