Senior Account Executive Mid Market
Job Summary
Job Description
Coupa seeks a Mid-Market Account Executive to drive new business growth within the mid-market segment. This quota-carrying role involves identifying and serving prospective customers from opportunity qualification to contract award, working with Account Development Representatives to qualify leads and build pipelines. You will leverage the pre-sales team to deliver value to mid-market accounts with revenues up to USD 1 billion. Your responsibilities include prospecting, building pipeline, selling Coupa's cloud-based spend management solutions, owning your territory, meeting sales quotas, engaging with multiple stakeholders to identify pain points, acting as a trusted advisor, and collaborating with customers and internal teams to create joint vision roadmaps.
Must have:
- Strong software sales experience
- Experience selling to mid-market customers
- Executive presence and self-motivation
- Expertise in multi-stakeholder sales cycles
- Proven track record of hunting new business
- Experience selling business value (ROI/TCO)
Good to have:
- Resilience
4 skills required
Job Details
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.
The estimated pay range for this role is $145,000 - 155,000 + + 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.
#LI-REMOTE
#LI-PB
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.
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