Account Executive, Mid Market

Coupa Software

full-time

Posted on: 3/17/2026

Location Type: Remote

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About the role

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.

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.

Benefits

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.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

software salessales quotasaccount development plansmulti-stakeholder sales cyclesclosing dealsbusiness value sellingROI modelsTCO models

Soft Skills

executive presenceself-motivationresilienceproactive thought leadershipcollaborationtrust building