Lead and grow an enterprise sales organization across a region, coach teams on value-based selling, engage C-level executives to close complex SaaS deals, execute account and competitive strategies, manage forecasting in Salesforce, and drive regional sales enablement, partner co-selling, and travel-heavy customer engagements.
Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
Why join Coupa?
🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.
The Impact of a Regional Vice President, Enterprise at Coupa:
Drives regional revenue growth by building and leading a high-performing enterprise sales team. Coaches and enables disciplined execution through strong sales processes, value-based selling, and accurate forecasting.
Engages C-level executives to position Coupa’s strategic value, accelerate complex deals, and expand key accounts. Through focused account planning, competitive strategy, and partner collaboration, strengthens market presence and delivers predictable results.
What You’ll Do:
- Build and lead the Coupa Sales team in the Region
- Enable the Sales team on the Coupa sales processes and best practices
- Deliver weekly Sales updates for the Region and maintain the system of record in Salesforce
- Develop and deliver world class Executive Sales proposals to C-level prospects
- Engage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
- Adopt key sales training and coaching programs to drive Business Value Selling within the context of the Challenger Sale model to help team members close business, where applicable
- Develop sales plans for targeted accounts, sub-regions and vertical segments in the region
- Align overall value messaging targeted towards the chief economic buyer in target accounts
- Build out an account penetration model that encourages multi-angle access into key accounts
- Execute Field Sales Campaigns against targeted verticals or competitive take-out targets in the region
- Assist in the development of localized content for sales enablement programs for the region
- Develop and improve localized competitive positioning and messaging to enable the sales team
- Engage in training, certification and on-boarding activities for the regional Field Sales organization
- Co-selling with in-country Alliance Partners as needed
What You Will Bring to Coupa:
- Strong and demonstrable experience of selling complex cloud/SaaS software
- Demonstrate a successful career with 5-10 years (at least 3 years at same company) of sales management and individual contributor experience, backed up by direct references
- Capable of personally delivering on direct sales targets while recruiting and managing a team of top sales talent in the region
- Able to identify strategic customer pains and develop unique and compelling value propositions that focus on delivering business value to the customer
- Excel at teamwork, collaborating across functional and regional boundaries and be able to work several time zones simultaneously, leveraging current age tools and technology
- Expect to travel extensively in the Region to meet with customers and will also visit Coupa headquarters in California several times per year for training and planning sessions
- Customer-success focused sales professional who has the ability to qualify and coach both sales talent as well as customers in the pursuit of high value business opportunities
- Confident individual with excellent communication skills and strong executive presence who can be effective and convince in front of customers, prospects, partners and future talent
- Demonstrate a successful track record of engaging all levels in an organization from functional level up to C-level executives
The estimated pay range for this role is $182,000 - $206,000 + eligibility for commission
The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
Top Skills
Salesforce,Coupa,Coupa Ai
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