Be an Early Applicant
Help Shape What's Next
The Role
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 Account Executive, Customer Growth at Coupa:
As a Mid-Market Account Executive at Coupa, you will significantly impact our organization by driving growth within our mid-market account segment. This role represents the primary point of contact from Coupa to customers after customer launch, advising customers on strategies to maximize the value of the Coupa platform while supporting customers to articulate/quantify the value Coupa is delivering. In addition, this role will ensure contract renewals, identify and close cross-sell opportunities, and are accountable to revenue growth targets across their assigned accounts. Join us in shaping the future of mid-market sales at Coupa, an exciting opportunity that will allow you to make a lasting impact on our organization's success.
What You'll Do:
- Exceed annual sales targets
- Develop an Account Plan for each account, then drive the execution of that plan to success
- Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to current Corporate and Mid-Market Coupa customers
- Engage with C-level executives to position Coupa’s strategic value proposition and quarterback the deal to closure
- Provide proactive, trusted thought leadership to customer accounts through in-person meetings, lunch and learns, networking events, etc.
- Co-sell with Resellers and Alliance Partners as needed
- Orchestrate with internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make
- Develop and deliver world-class Executive Sales proposals to C-level contacts within customer accounts
- Conduct discovery, demo and pricing meetings with customers
- Conduct weekly customer meetings (~5 per week)
- Conduct business process assessments and roadmapping discussions with customers
- Implement our Coupa Sales Best Practices
- Forecasting accurately (benchmark +/- 10%) and consistently
- Maintain the system of record in Salesforce.com and update Clari weekly
- Engage with C-level contacts within customer accounts to position Coupa’s strategic value proposition and drive deals to closure
- Strong executive presence – very comfortable with C-level executives, especially CFOs
- Generate weekly pipeline as Customer Growth operating model is a monthly business
What You Will Bring to Coupa:
- Minimum 5+ years of direct sales experience in the software industry (must be domain software experience)
- The eligible candidate should be able to demonstrate a successful career with extensive customer and/or new business sales and business development experience in the Region, and should be able to provide direct references in the Region who can attest to the acclaimed experience
- Consistent and proven track record of achieving / exceeding sales quota (on premise and SaaS)
- Strong executive presence – very comfortable with C-level executives, especially CFOs
- Expertise in managing multi-stakeholder sales cycles and closing large deals
- Organized and specific experience with emerging and mid-market account planning
- Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
- Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
- Equally successful at engaging with all levels in an organization (bottom up & top down)
- Assertive, Passionate, Consultative, loves to compete and win
- Great at building relationships and working within a team-selling environment
- Excellent oral and written communication skills
- Experience with selling SaaS solutions
- AP Automation and spend management domain expertise desired
- Must be able to work in a fast paced and passionate environment
- Willingness to travel for customer onsites
- Bachelor Degree or equivalent experience required
- Strong financial acumen
- Proven ability to create and execute on territory business plans
The estimated pay range for this role is a base range of $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.
#LI-Hybrid
#LI-KM1
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.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
What the Team is Saying
Aditya Maheshwari
Sr. Software Engineer, Cloud
Alex Moon
Operations Analyst, Order Management
Jose Miguel Jimenez
Procurement
Jessica Fonseca
Technical Support Specialist
Daniela Aristizábal
Associate Planning & Operations Analyst
Similar Jobs
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Coupa is a global technology company that helps businesses run smarter by connecting all the ways they spend money — from procurement and expenses to payments and supply chain decisions — in one intelligent platform. In simple terms, Coupa gives organizations the visibility and control they need to make better financial choices, reduce waste, and drive real impact. It’s where technology meets purpose: helping companies manage their resources more responsibly while creating a positive ripple across their people, partners, and the planet.
Why Work With Us
At Coupa, we prioritize an inclusive and empathetic workplace where every voice is valued. Our teams are proactive and accountable, ensuring we collaborate effectively to achieve our goals. The foundation of our culture rests on our people; we believe in fostering an environment that encourages innovation and curiosity.
Gallery
Coupa Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Our virtual-first approach is intentional. It gives you the freedom to do your best work in a space that supports focus, balance, and creativity, while staying connected to a global team of changemakers who are redefining the future of business spend
Typical time on-site:
Flexible
Foster City
HR
Ann Arbor
Bangalore office
Bogotá, CO
Boston, MA
Chicago, IL
Dubai, Dubai 48800
Hyderabad office
São Paulo, BR
Pune office
Shivaji Nagar, IN
Singapore, SG
Tokyo Office
Uppsala, SE
Learn more
