Account Executive, Customer Growth, Mid Market

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.

• 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

• 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.

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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. 

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