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 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.
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.
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