The RVP, Enterprise is responsible for leading the sales team, meeting targets, building executive relationships, and developing sales strategies for the California region.
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 an RVP, Enterprise at Coupa:
We are seeking a dynamic, results-driven Regional Vice President (RVP) of Sales to lead and scale our enterprise sales efforts within the California Region. This strategic role is responsible for driving revenue growth, building and coaching a high-performing sales team, and developing strong executive relationships with key enterprise accounts. The ideal candidate brings deep SaaS sales expertise, exceptional leadership, and a proven ability to close complex, multi-stakeholder deals.
What You'll Do:
- Lead and manage the enterprise sales team in the assigned region, setting clear goals, quotas, and performance metrics.
- Develop and execute regional go-to-market strategies aligned with company objectives.
- Own and exceed regional sales targets through strategic planning and effective pipeline creation and management.
- Recruit, develop, and retain top enterprise sales talent; coach and mentor team members to drive professional growth.
- Build and maintain strong relationships with key enterprise clients and executive decision-makers.
- Collaborate cross-functionally with Marketing, Product, Customer Success, and Revenue Operations to optimize sales processes and customer experience.
- Accurately forecast regional performance and report on KPIs to executive leadership.
- Stay informed of industry trends, competitor movements, and market dynamics to continuously refine strategies
What You Will Bring to Coupa:
- 10+ years of enterprise sales experience, with at least 5 years in a sales leadership role within a high-growth SaaS environment.
- Proven track record of meeting or exceeding multi-million-dollar quotas in complex, long sales cycle environments.
- Strong leadership skills with experience building and managing distributed sales teams.
- Deep understanding of enterprise SaaS sales methodologies (e.g., MEDDIC, Challenger, SPIN, or similar).
- Strong business acumen with the ability to engage and influence C-level stakeholders.
- Excellent communication, negotiation, and presentation skills.
- Experience using CRM and sales tech stacks (Salesforce, Clari, Outreach, etc.).
- Bachelor's degree required; MBA or relevant advanced degree preferred
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
Clari
Outreach
Salesforce
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