RVP, Customer Growth - 11529

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 RVP, Customer Growth at Coupa:

You will scale Coupa’s footprint by leading a high-performing sales team to unlock exponential business value for clients. By championing the Challenger Sale model and leveraging our trillion-dollar community data, you’ll transform regional spend management, secure C-level partnerships, and drive predictable revenue growth that directly multiplies our customers' operating margins.

What You’ll Do:

• Lead and manage the Coupa Sales team in the region, ensuring they are equipped with sales processes, best practices, and training.
• Deliver weekly sales updates, maintain Salesforce records, and develop targeted sales plans for accounts, sub-regions, and verticals.
• Develop and present executive sales proposals to C-level prospects, highlighting Coupa’s strategic value proposition.
• Drive business value selling using the Challenger Sale model to assist team members in closing deals and penetrating key accounts.
• Support the creation of localised content and competitive messaging to strengthen regional sales efforts and enable the team.
• Co-sell with in-country Alliance Partners and participate in training, certification, and onboarding activities for the Field Sales organisation.

What You Will Bring to Coupa:

• Strong and proven experience in selling complex cloud/SaaS software, with a successful track record.
• 5-10 years of sales management and individual contributor experience, including at least 3 years at the same company, supported by references.
• Ability to meet direct sales targets while recruiting and managing a team of top sales talent in the region.
• Skilled in identifying strategic customer pains and creating compelling value propositions that deliver business value to customers.
• Excellent teamwork abilities, collaborating across functions and regions, and adept at working across time zones using modern tools and technology.
• Customer-success-focused, with the ability to coach both sales talent and customers in pursuing high-value business opportunities, and confident in engaging with all organisational levels, including C-level executives.

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.

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We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.