AVP - Enterprise

Remote; San Francisco (CA); On-site; USD 125,000 - 167,000; Full time

Benefits offered by this job

Global Wellness Days

Birthday Time-Off

Volunteer Time Off (VTO)

Employee Assistance Program (EAP)

Business Travel Protection

Referral Bonus Program

Job summary

Coupa is hiring to lead the Sales team for the ANZ region from Sydney, driving enterprise SaaS sales to Finance executives and C-suite buyers. You will recruit, coach, and scale a regional team while collaborating cross-functionally to maximize deal velocity and long-term value.

You will shape regional strategies, mentor talent, and execute campaigns that win strategic accounts, with a focus on business value selling and multi-angle access into key customers.

Qualifications

• Proven Enterprise SaaS sales leadership experience.
• Strong track record selling to Finance executives and C-levels.
• Mentor and coach high-performance sales teams.
• Experience building regional sales plans and campaigns.
• Excellent stakeholder management and strategic insight.

Responsibilities

• Build and lead the ANZ Sales team with focus on recruiting and developing top talent.
• Collaborate with Account Development, Alliances, marketing and Solutions Consulting.
• Model and enforce sales processes and best practices.
• Deliver weekly region updates and maintain Salesforce records.
• Engage with C-level prospects to position value and close deals.
• Adopt sales training programs to drive business value selling.
• Develop sales plans for accounts, sub-regions and verticals.
• Align messaging to the chief economic buyer in target accounts.
• Build an account penetration model for multi-angle access into key accounts.
• Execute Field Sales Campaigns against targeted verticals or competitors.

Skills

Enterprise sales leadership

Value-based selling

C-level engagement

Mentoring

Sales strategy

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 and a shared commitment to excellence.

• 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.

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 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.

• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.

• Volunteer Time Off (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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