Account Executive, MidMarket - 11595

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 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