Regional Vice President, Mid-Market
Coupa Software
full-time
Posted on:
Location: California • 🇺🇸 United States
Visit company websiteSalary
💰 $185,000 - $195,000 per year
Job Level
Lead
Tech Stack
Cloud
About the role
- Build and lead the Coupa Sales team in the region, enabling them with sales processes, best practices, and ongoing training, including Business Value Selling and Challenger Sale methodologies.
- Deliver weekly sales updates and maintain accurate records in Salesforce to ensure visibility and accountability.
- Develop and present executive-level sales proposals, engaging with C-level prospects to communicate Coupa’s strategic value and drive deals to closure.
- Create targeted sales plans and account penetration models for key accounts, sub-regions, and vertical segments to maximize market coverage and opportunity access.
- Execute field sales campaigns focused on targeted verticals and competitive take-out strategies while co-selling with in-country Alliance Partners as needed.
- Develop localized sales enablement content, competitive positioning, and messaging to support the regional sales team’s effectiveness and success.
Requirements
- Proven track record selling complex cloud/SaaS software, with 5 -10 years of combined sales management and individual contributor experience (minimum 3 years at the same company), supported by strong references.
- Ability to consistently achieve direct sales targets while recruiting, developing, and leading top-performing sales teams across the region.
- Expertise in identifying strategic customer challenges and crafting compelling value propositions that deliver measurable business impact.
- Strong collaboration skills, adept at working across functions and multiple time zones, leveraging modern tools and technology to drive efficiency.
- Willingness to travel extensively within the region and periodically to Coupa headquarters for training and strategic planning.
- Confident and persuasive communicator with executive presence, skilled in engaging stakeholders at all levels from functional teams to C-level executives and coaching both sales talent and customers toward high-value opportunities.