[Remote] Account Executive, MidMarket - 11595

Note: The job is a remote job and is open to candidates in USA. Coupa is a leader in total spend management solutions, utilizing AI to enhance business efficiency. The Account Executive, MidMarket will engage with mid-market companies to optimize their spending through strategic sales processes and collaboration with key financial stakeholders.ResponsibilitiesDrive high volume of weekly activity that includes customer meetings, prospecting and opportunity progressionNavigate complex buying groups across legal, IT, finance, and procurementLead high-impact conversations with CFOs, VPs, and senior finance stakeholdersUncover business pain, quantify value, and build airtight ROI casesSell outcomes—not softwareHit or exceed quarterly quotas with pipeline rigor and tight forecastingRun a clean, accurate Salesforce motion—know your deals coldPartner with ADRs, SEs, and CS to increase win rates and accelerate cyclesPosition Coupa as the must-have platform for Total Spend ManagementStay sharp on procurement, AP automation, and enterprise SaaS trendsBring insights that challenge their thinking—and move deals forwardSkills4+ years of overachievement in B2B SaaS selling to mid-market ($100M–$1B)Proven success closing complex, multi-stakeholder cyclesConfident leading executive conversations and building consensusExperience in procurement, spend management, ERP, or related techStrong in ROI modeling, TCO analysis, and business-case sellingSkilled with Salesforce and sales engagement tools—you run a tight pipelineThrive building pipeline from scratchResilient, fast-moving, and motivated to winGrowth mindset—test, learn, iterate, repeatCompany OverviewCoupa is a cloud platform for business spend that offers a fully unified suite of financial applications for business spend management. It was founded in 2006, and is headquartered in Foster City, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.coupa.com.Company H1B SponsorshipCoupa has a track record of offering H1B sponsorships, with 7 in 2026, 41 in 2025, 40 in 2024, 43 in 2023, 73 in 2022, 62 in 2021, 40 in 2020. Please note that this does not guarantee sponsorship for this specific role.