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
Coupa is a cloud platform for business spend that offers a fully unified suite of financial applications for business spend management. It was founded in 2006, and is headquartered in Foster City, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.coupa.com.Company H1B Sponsorship
Coupa has a track record of offering H1B sponsorships, with 7 in 2026, 41 in 2025, 40 in 2024, 43 in 2023, 73 in 2022, 62 in 2021, 40 in 2020. Please note that this does not guarantee sponsorship for this specific role.