The Role
Drive account expansion within existing customer base, develop account strategies, maintain executive sponsorship, and foster relationships to identify cross-sell opportunities.
Summary Generated by Built In
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.
Impact to Coupa: Drive Growth, Own Accounts, Crush Quota. At Coupa, we’re looking for a Senior Enterprise Account Executive – Customer Growth to own strategic enterprise accounts, expand adoption, and deliver measurable ROI. You’ll work with executive sponsors, finance, and procurement leaders to uncover opportunities, influence outcomes, and grow revenue. This isn’t just a sales job—it’s your chance to build relationships, shape strategy, and exceed quota in a high-impact, hyper-growth environment.
As a Senior Enterprise Account Executive – Customer Growth, you’re not just selling, you’re driving the growth engine for Coupa’s most strategic customers. You’ll expand enterprise accounts, increase adoption, and deliver measurable ROI that transforms how our clients manage spend. Every deal you close, every upsell you execute, directly fuels revenue and accelerates Coupa’s market leadership.
Your Role: You’re a hunter and a trusted advisor. You’ll identify opportunities, break through barriers, and land deals that others think are too complex. You’ll work closely with executives, finance, procurement, and operational leaders to deliver real business impact. You don’t wait for leads, you create them.
As a solution expert, you understand our platform and how it solves today’s challenges while positioning clients for tomorrow. You translate value into action, influencing adoption, expansion, and long-term partnerships.
As a strategist, you shape account strategies, share best practices with the team, and elevate Coupa’s presence in the enterprise landscape.
What You'll Do:
- Own enterprise accounts end-to-end: drive expansion, upsells, and renewals. Partner with executive sponsors and cross-functional teams to deliver high-value solutions.
- Identify growth opportunities using data, insight, and a relentless focus on ROI.
- Build strong pipelines, execute efficient sales cycles, and consistently hit and exceed quota.
- Represent Coupa at C-level meetings, industry events, and customer forums—your influence opens doors and creates impact.
- Be adaptable and innovative—bring ideas to improve processes, messaging, and engagement in a hyper-growth environment.
What You Will Bring to Coupa:
- 5+ years of enterprise SaaS sales experience, ideally in Finance, Procurement, or related verticals.
- Proven track record of exceeding quota and growing strategic accounts.
- Exceptional ability to navigate complex organizations, influence executives, and close high-value deals.
- Self-driven, organized, and relentless in pursuing growth opportunities.
- Strong communication, presentation, and negotiation skills.
- Proficiency with Salesforce, LinkedIn Sales Navigator, Outreach, and other sales engagement tools.
- Experience selling to procurement, finance, IT, legal
Nice to Haves
Compensation and Upside:
Base: $155,000–$165,000 USD + 50/50 commission, OTE $310,000–$330,000 USD.
Uncapped upside—your performance drives your earnings. The role provides the opportunity to increase commission through over achievement . 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.
#LI-REMOTE
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.
Top Skills
SaaS
What the Team is Saying
Alex Moon
Operations Analyst, Order Management
Jessica Fonseca
Technical Support Specialist
Aditya Maheshwari
Sr. Software Engineer, Cloud
Jose Miguel Jimenez
Procurement
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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
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
Typical time on-site:
None
HR
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Ann Arbor
Bogotá, CO
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Dubai, Dubai 48800
Hyderabad office
São Paulo, BR
Shivaji Nagar, IN
Tokyo Office
Uppsala, SE
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