Account Executive, Mid-Market

Coupa

| Boston, Massachusetts, United States (Remote) | Full Time | 5 months ago

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Job Summary

Coupa is seeking a Mid-Market Account Executive to drive new business growth within the mid-market segment. As a quota-carrying sales professional, you will identify and serve prospective customers from opportunity qualification to contract award. You will collaborate with Account Development Representatives to qualify leads and build your pipeline. Leveraging the pre-sales team, you will deliver exceptional value to mid-market accounts with revenues up to USD 1 billion. Your role is crucial in expanding market presence and revenue growth by establishing Coupa as the preferred partner for spend management optimization. You will prospect, build pipeline, sell Coupa's cloud-based spend management solutions, and take ownership of your territory to meet sales quotas. Engaging with multiple stakeholders, identifying pain points, and acting as a trusted advisor are key responsibilities. You will also collaborate with customers and internal teams to create joint vision roadmaps.

Must Have

Software sales experience
Mid-market customer sales experience
Executive presence
Self-motivation and resilience
Experience leading multi-stakeholder sales cycles
Proven track record of hunting new business

Good to Have

Selling business value to Finance and Business customers
Focusing on ROI and TCO models

Perks & Benefits

Pioneering technology
Collaborative culture
Global impact

Job Description

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 Mid-Market Account Executive to Coupa:

As a Mid-Market Account Executive at Coupa, you will significantly impact our organization by driving new business growth within our mid-market account segment. Your role as a quota-carrying sales professional is instrumental in identifying and serving prospective customers, from opportunity qualification to contract award. Working closely with our Account Development Representatives (ADRs), you will collaborate to qualify new leads while developing your pipeline of opportunities. Leveraging the support of our established pre-sales team, you will deliver exceptional value to mid-market accounts with revenues up to USD 1 billion.

Your contributions as a Mid-Market Account Executive will directly influence our success in expanding our market presence and revenue growth. Through your expertise in sales and deep understanding of our customer's needs, you will establish Coupa as the preferred partner for mid-market organizations seeking to optimize their spend management. By effectively nurturing relationships, qualifying leads, and closing deals, you will drive our organization forward and solidify our position as the leading Total Spend Management Platform. 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:

Prospecting, building pipeline, and selling Coupa's cloud-based spend management solutions.
Taking ownership of your territory, meeting or exceeding sales quotas and driving new business results.
Engaging with multiple stakeholders across departments and levels, identifying pain points and decision-makers to develop comprehensive account development plans.
Establishing yourself as a trusted advisor, providing proactive thought leadership and addressing prospect concerns and objections.
Collaborating with customers, internal teams, and Coupa partners to create joint vision roadmaps, demonstrating the value Coupa will deliver.

What You Will Bring to Coupa:

Strong and demonstrable experience in software sales and selling to mid-market customers.
Executive presence, self-motivation, and resilience.
Expertise in leading multi-stakeholder sales cycles and closing deals.
Proven track record of proactively hunting new business opportunities.
Experience selling business value to Finance and Business customers, focusing on ROI and TCO models rather than product features.

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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4 Skills Required For This Role

Team Management Revenue Growth Prospecting Talent Acquisition

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