RVP, Customer Growth

Coupa Software Inc.; Los Angeles (CA); On-site; USD 170,000 - 260,000; 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 Software Inc. is seeking a regional sales leader to build and coach a dynamic sales team in the Los Angeles area.

You will align regional go-to-market strategy with Coupa’s cloud-based procurement platform, driving multi‑million dollar deals and shaping the field sales narrative. You will deliver executive-level proposals, coach the team on value-based selling, and collaborate with alliance partners to extend market reach.

Qualifications

• 5–10 years in sales leadership and individual contributor roles, with at least 3 years at the same company.
• Proven track record of meeting or exceeding direct sales targets while building a high-performing regional team.
• Ability to identify strategic customer pains and articulate compelling business value to C-level buyers.
• Strong teamwork across functions and regions, capable of coordinating across time zones.

Responsibilities

• Build and lead the Coupa Sales team in the Region.
• Enable the Sales team on Coupa processes and best practices.
• Deliver weekly regional sales updates and maintain Salesforce records.
• Develop and present executive proposals to C-level prospects.
• Engage with C-level prospects to position Coupa’s value and close deals.

Skills

Cloud SaaS sales

Sales leadership

Executive communication

Cross-functional teamwork

Deal closing

Sales enablement

Multi-timezone collaboration

Travel readiness

Tools

Salesforce

Job description

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 can 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

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, 24/7/365 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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