AVP - Enterprise

Coupa; Sydney; On-site; AUD 180,000 - 240,000; Full time

Benefits offered by this job

Global Wellness Days

BirthdayTime-Off

VolunteerTimeOff (VTO)

Employee Assistance Program (EAP)

Business Travel Protection

Referral Bonus Program

Job summary

Coupa is seeking an experienced Enterprise SaaS sales leader to spearhead the ANZ region from Sydney, driving high-impact engagements with CFOs and senior executives. You will build and mentor a top-tier sales team, collaborate across functions, and push deals to closure through value-based selling and strategic campaigns.

You will lead regional sales initiatives, maintain Salesforce discipline, and adapt messaging to address the chief economic buyer across target accounts and verticals,

Qualifications

• Proven track record leading enterprise SaaS sales in ANZ.
• Experience selling to CFOs/finance executives.
• Strong mentoring and coaching capabilities.

Responsibilities

• Build and lead the Coupa Sales team in ANZ with focus on talent acquisition and development.
• Collaborate with cross-functional teams including Account Development, Alliances, marketing and Solutions Consulting.
• Lead by example on sales processes and best practices and deliver weekly regional updates in Salesforce.
• Engage with C-level prospects to position Coupa’s strategic value and drive deals to closure.
• Develop and implement local sales plans and campaigns for targeted accounts and verticals.
• Create localized content for sales enablement and refine competitive positioning.

Skills

Hunting mentality

Enterprise SaaS sales

C-level engagement

People leadership

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.

• 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

• 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.

Global Well-Being Perks (For All Employees Globally)

• Global Wellness Days:Enjoy two designated, company-wide paid wellness days off each 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 day off on 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, 24/7/365 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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