Account Executive, MidMarket

This is a fully remote position, open to applicants in California.

📋 Description

• Drive a substantial volume of weekly activities that encompass customer meetings, prospecting, and opportunity development.

• Navigate intricate buying groups involving legal, IT, finance, and procurement departments.

• Conduct impactful discussions with CFOs, VPs, and senior finance decision-makers.

• Identify business challenges, quantify value, and create compelling ROI cases.

• Sell results rather than just software solutions.

• Achieve or surpass quarterly targets through diligent pipeline management and precise forecasting.

• Maintain a clean and accurate Salesforce process—be well-acquainted with your deals.

• Collaborate with ADRs, SEs, and CS to enhance win rates and expedite sales cycles.

• Establish Coupa as the essential platform for Total Spend Management.

• Stay informed about trends in procurement, AP automation, and enterprise SaaS.

• Provide insights that challenge clients' perspectives and advance the sales process.

⛳️ Requirements

• Over 4 years of demonstrated success in B2B SaaS sales targeting mid-market companies ($100M–$1B).

• Proven ability to close complex sales cycles involving multiple stakeholders.

• Confident in leading executive-level discussions and fostering consensus.

• Experience in procurement, spend management, ERP, or related technology sectors.

• Proficient in ROI modeling, TCO analysis, and selling through business cases.

• Skilled in using Salesforce and sales engagement tools—able to maintain a streamlined pipeline.

• Capable of building a sales pipeline from the ground up.

• Resilient, quick-paced, and driven to achieve success.

• Possess a growth mindset—willing to test, learn, iterate, and repeat.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Paid time off

• Flexible work arrangements

• Professional development opportunities