Note: The job is a remote job and is open to candidates in USA. Coupa is a leader in total spend management solutions, utilizing AI to enhance business efficiency. The Account Executive, MidMarket will engage with mid-market companies to optimize their spending through strategic sales processes and collaboration with key financial stakeholders.

Responsibilities

• 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

Skills

• 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

Company Overview

Company H1B Sponsorship