Avp - Enterprise

Coupa Software; New South Wales; On-site; AUD 180,000 - 260,000; Full time

Benefits offered by this job

Global Wellness Days

BirthdayTime-Off

Volunteer Time Off (VTO)

Employee Assistance Program (EAP)

Travel Protection

Referral Bonus Program

Job summary

Coupa Software is seeking a proven enterprise SaaS sales leader to build and run the ANZ sales team from Sydney, driving strategic growth with CFO-level buyers and cross-functional collaboration across marketing, alliances, and solutions consulting.

You will mentor a winning sales culture, optimize processes, and deliver disciplined forecasts, while enhancing regional content and competitive positioning. A global, well-being oriented employer with strong benefits accompanies this role.

Qualifications

• Proven enterprise SaaS sales leadership.
• Experience selling to CFO/Finance executives.
• Strong track record coaching sales talent.

Responsibilities

• Build and lead the ANZ sales team with a focus on talent development.
• Collaborate with cross-functional teams including marketing, solutions consulting and alliances.
• Lead by example on sales processes and best practices.
• Deliver weekly region updates and maintain CRM records (Salesforce).
• Engage C-level prospects to position value and drive deals to closure.
• Adopt sales training programs to drive business value selling.
• Develop and execute sales plans for key accounts and verticals.
• Align messaging toward the chief economic buyer in target accounts.
• Create multi-angle account penetration models for major customers.
• Lead field campaigns against targeted verticals or competitors.
• Contribute to localised sales enablement content and competitive messaging.

Skills

Enterprise sales leadership

SaaS sales

Value-based selling

C-level engagement

Coaching & mentoring

Strategic account planning

Tools

Salesforce

Job description

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 ANZ Region with a focus on recruiting and developing the very best talent
• Collaborate and partner cross-functionally with teams, including Account Development, Alliances, marketing and Solutions Consulting
• Lead by example on sales processes and best practices
• Deliver weekly sales updates for the region and maintain the system of record in Salesforce
• 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
• Develop sales plans for targeted accounts, sub-regions and vertical segments
• 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 Region
• Assist in the development of localised content for sales enablement programs for the region
• Develop and improve localised competitive positioning and messaging to enable the sales team

What You Will Bring to Coupa

• A strong hunting mentality (this is not an Account management role)
• Demonstrate a successful career in Enterprise sales leadership within a SaaS environment
• Experienced in positioning value-based selling and selling to to Finance executives
• Strong empathy and ability to identify strategic customer pains and develop unique and compelling value propositions that focus on delivering business value
• Strong mentoring capability an ability to coach sales talent
• Successful track record of engaging at all levels in an organization, from a functional level to C-level executives

Please note this role is based in Sydney, Australia.

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive:

Global Well-Being Perks (For All Employees Globally)

• Global Wellness Days:Enjoy two designated, company-wide paid wellness daysoffeach year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together.
• BirthdayTime-Off:Celebrate your day!Coupa provides a paid dayoffon yourbirthdayor another day of your choice within yourbirthdaymonth.
• VolunteerTimeOff(VTO):Giving back is in our DNA.We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about.
• Employee Assistance Program (EAP):Access free, confidential, 24/5/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business Travel Protection:Travel with peace of mind.Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program:Share the Coupa experience!Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles.

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

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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