RVP, Enterprise Customer Growth - 11249

Coupa; Pittsburgh (Allegheny County); On-site; USD 182,000 - 206,000; Full time

Job summary

A leading SaaS company is seeking a Sales Manager to build and lead their sales team in the region. The role involves engaging with top prospects, delivering world-class sales proposals, and driving business value through effective strategies. Ideal candidates will have 5-10 years of relevant sales management experience, a track record of success in complex cloud software sales, and strong communication skills. This position offers a competitive salary and commission structure, with extensive travel expected across the region.

Qualifications

• 5-10 years of sales management and individual contributor experience.
• Proven record of delivering on direct sales targets.
• Ability to develop compelling value propositions.

Responsibilities

• Build and lead the Coupa Sales team in the region.
• Engage with C-level prospects to drive deals to closure.
• Align messaging towards chief economic buyers.

Skills

Sales management experience

Complex cloud/SaaS software sales

Excellent communication skills

Teamwork and collaboration

Customer success focus

Strategic value proposition development

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.