Head of Revenue Enablement & Sales Excellence

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.

The Impact of a Head of Revenue Enablement & Sales Excellence at Coupa:

We are seeking a strategic, experienced, and collaborative Head of Revenue Enablement & Sales Excellence to lead and scale our global enablement programs across the entire revenue organization—including Pre-Sales, Sales and Partners. This individual will be responsible for building, leading, and mentoring a high-performing enablement team that delivers impactful programs to increase productivity, shorten sales cycles, and drive revenue growth. This role requires a leader who can partner cross-functionally with Sales Leadership, Product Marketing, RevOps, and other key stakeholders to drive consistent, scalable enablement strategies that align with our go-to-market priorities.

What You'll Do:

• Team Leadership: Build and manage a team of enablement professionals responsible for developing and executing enablement programs across pre-sales, sales, and customer success functions.
• Program Development: Design, implement, and iterate on onboarding, continuous learning, sales readiness, and skill development programs to ensure team effectiveness at every stage of the customer journey.
• Sales Methodology & Process Alignment: Drive adoption and reinforcement of proven sales methodologies (e.g., MEDDPICC, Challenger, SPIN, etc.) to standardize the sales process and improve forecasting accuracy and deal quality.
• Collaboration & Stakeholder Management: Partner closely with senior leaders in Sales, Marketing, Product, and RevOps to identify enablement needs and deliver high-impact solutions.
• Content & Curriculum Management: Partner with curriculum peers on creation of enablement content, tools, playbooks, and learning paths to support reps at every level.

What You Will Bring to Coupa:

• 10+ years of experience in revenue enablement, sales enablement, or sales leadership roles with a proven track record of success.
• 5+ years of experience leading and scaling enablement teams in high-growth SaaS or B2B environments.
• Deep understanding of sales methodologies, especially MEDDPICC, and experience embedding them into go-to-market processes.
• Proven ability to lead cross-functional initiatives, influence executive stakeholders, and manage complex projects.
• Strong analytical skills and experience using data to drive decisions and improve programs.

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.