The Impact of an Account Executive, MidMarket at Coupa:
You’ll lead the charge in transforming how mid-market companies (up to ~$1B revenue) manage every dollar they spend. As a Coupa AE, you’ll run strategic, multi-threaded deals—partnering with CFOs, procurement leaders, and finance executives to unlock real, measurable ROI through visibility, compliance, and cost optimization. This isn’t about features. It’s about transforming how businesses run.
What You’ll Do
- 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
What You Will Bring to Coupa
- 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
The estimated pay range for this role is $100,000 - $113,333 + eligibility for commission
The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
Skills Required
- 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 with CFOs and finance leaders
- Experience in procurement, spend management, ERP, or related technology
- Strong in ROI modeling, TCO analysis, and business-case selling
- Skilled with Salesforce and sales engagement tools; disciplined pipeline and forecasting
- Ability to build pipeline from scratch and maintain high activity levels
- Resilient, fast-moving, motivated to win; growth mindset
What the Team is Saying
Coupa Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is described as comprehensive, spanning medical, dental, vision, and mental‑health resources from day one. Plan breadth and wellness support are consistently emphasized.
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Leave & Time Off Breadth — Time off includes flexible or unlimited PTO, paid parental leave, floating holidays, and dedicated volunteer time. Remote‑friendly practices are noted to support taking time away.
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Parental & Family Support — Family‑building and caregiving supports include fertility benefits, generous parental leave, and resources for adoption and elder care. Return‑to‑work assistance and an onsite Mother’s Room are highlighted.
Coupa Insights
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.
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Coupa Offices
Remote Workspace
Employees work remotely.
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
