Account Executive, MidMarket

Coupa Software

Account Executive driving strategic deals and managing spend for mid-market companies. Leveraging Coupa AI platform to optimize business operations and improve ROI through visibility and compliance.

Posted 6/18/2026full-timeRemote • California • 🇺🇸 United StatesMid-LevelSenior💰 $100,000 - $113,333 per yearWebsite

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

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

Benefits

Comp & perks

Health insurance
Retirement plans
Flexible work arrangements
Professional development
Bonuses

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

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

Hard Skills & Tools

B2B SaaS sellingROI modelingTCO analysisbusiness-case sellingpipeline management

Soft Skills

leadershipcommunicationresiliencemotivationgrowth mindset