Key Facts

Remote From:

Pennsylvania (USA)

Full time

Senior (5-10 years)

English

Hard Skills

Other Skills

•
Communication
•
Adaptability
•
Persuasive Communication
•
Executive Presence
•
Coaching

Roles & Responsibilities

5-10 years of sales management and individual contributor experience selling complex cloud/SaaS software, with at least 3 years at the same company and verifiable references.
Proven track record of personally delivering on direct sales targets while recruiting and managing a regional sales team.
Ability to identify strategic customer pains and develop unique, value-driven propositions that deliver business value; strong cross-functional collaboration across time zones.
Excellent communication skills with executive presence; comfortable engaging all organizational levels up to C-suite and willing to travel.

Requirements:

Build and lead the regional Coupa Sales team and enable the sales processes and best practices; maintain Salesforce.com as the system of record.
Develop and deliver executive-level proposals to C-level prospects and drive deals to closure by articulating Coupa's strategic value proposition.
Develop regional sales plans for targeted accounts, sub-regions, and verticals; align messaging to the chief economic buyer and execute field campaigns and competitive take-outs.
Lead training, certification, onboarding, and localization efforts; co-sell with in-country Alliance Partners as needed and travel to meet customers.

Job description

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.

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.com

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.

Ready to apply?

APPLY

Share ·