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

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

Account Executive – Coupa Pay, Invoice Automation, Expenses Sales

Key skills