As an Account Executive - Coupa Pay, Invoice Automation, & Expenses Sales products focused at Finance & AP departments, you will drive new logo penetration within strategic midsized market accounts while serving as a trusted advisor to senior finance leaders. You will also focus on current customer expansion sales and growth in the enterprise large market segment. This role blends sales ownership with deep domain expertise, enabling you to accelerate complex deal cycles and close high-value opportunities.
You will engage C-level stakeholders, build compelling business cases, and partner closely with internal teams to position Coupa as the preferred Invoice to Pay and Total Spend transformation partner.
What You'll Do:
- Prospect, qualify, and close new opportunities within $1B+ revenue accounts, while working closely with internal cross-functional teams and account owners
- Engage CFOs, Treasurers, AP Managers, CPOS CIOs, and senior finance leaders to position Coupa’s I2P and Total Spend value, selling products tailored to fit Finance & AP teams
- Lead discovery, executive workshops, and value-based demonstrations tailored to finance practitioners
- Build ROI, TCO, and value realization models to support executive decision-making
- Develop and execute account and territory plans that drive pipeline and revenue growth
- Partner cross-functionally with sales, solutions consulting, and leadership to advance complex deals
- Shape deal strategy, accelerate pipeline velocity, and manage large and complex sales cycles
- Provide accurate forecasts and insights to sales leadership
What You Will Bring to Coupa:
- Proven success exceeding quota in mid & enterprise level B2B SaaS sales
- Deep expertise in Invoice-to-Pay, AP Automation, Finance, or FinTech, and Expense/Travel platforms
- Ability to manage a large and expansive territory of both prospect and current customer accounts, while managing a list and optimizing a time/territory balance
- Capability of working independently with strong creative skills to find new and impactful ways of mapping to accounts
- Demonstrated ability to sell complex, transformational solutions to C-level executives
- Strong enterprise account planning and deal orchestration skills
- Ability to translate finance challenges into compelling business value
- Excellent executive communication, presentation, and collaboration skills
The estimated pay range for this role is 150k base/$150k Variable= $300k OTE plus accelerators for overattainment
The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
