RVP Mid-Market Western US- 10707
Foster City, CA, United States
Sales – Sales /
Mid-Senior Level /
Hybrid
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, Customer Growth to Coupa:
The RVP drives regional revenue growth by leading high-performing sales teams and delivering complex SaaS solutions. They create compelling value propositions that address strategic customer needs and accelerate deal closures. Through strong collaboration and executive presence, they align resources and build lasting customer relationships. Their coaching develops top sales talent focused on customer success. Ultimately, they fuel Coupa’s market expansion and competitive advantage.
What You'll Do:
- Build and lead the Coupa Sales team in the region, enabling them with sales processes, best practices, and ongoing training, including Business Value Selling and Challenger Sale methodologies.
- Deliver weekly sales updates and maintain accurate records in Salesforce to ensure visibility and accountability.
- Develop and present executive-level sales proposals, engaging with C-level prospects to communicate Coupa’s strategic value and drive deals to closure.
- Create targeted sales plans and account penetration models for key accounts, sub-regions, and vertical segments to maximize market coverage and opportunity access.
- Execute field sales campaigns focused on targeted verticals and competitive take-out strategies while co-selling with in-country Alliance Partners as needed.
- Develop localized sales enablement content, competitive positioning, and messaging to support the regional sales team’s effectiveness and success.
What You Will Bring to Coupa:
- Proven track record selling complex cloud/SaaS software, with 5 -10 years of combined sales management and individual contributor experience (minimum 3 years at the same company), supported by strong references.
- Ability to consistently achieve direct sales targets while recruiting, developing, and leading top-performing sales teams across the region.
- Expertise in identifying strategic customer challenges and crafting compelling value propositions that deliver measurable business impact.
- Strong collaboration skills, adept at working across functions and multiple time zones, leveraging modern tools and technology to drive efficiency.
- Willingness to travel extensively within the region and periodically to Coupa headquarters for training and strategic planning.
- Confident and persuasive communicator with executive presence, skilled in engaging stakeholders at all levels from functional teams to C-level executives and coaching both sales talent and customers toward high-value opportunities.
The estimated pay range for this role is: $185,000 - $195,000 +eligibility for commission with an estimated pay mix of 50/50
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.
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