Coupa Software

RVP, Enterprise

Coupa Software

full-time

Posted on:

Location Type: Remote

Location: California • United States

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Salary

💰 $182,000 - $206,000 per year

Job Level

Lead

About the role

  • Lead and manage the enterprise sales team in the assigned region, setting clear goals, quotas, and performance metrics.
  • Develop and execute regional go-to-market strategies aligned with company objectives.
  • Own and exceed regional sales targets through strategic planning and effective pipeline creation and management.
  • Recruit, develop, and retain top enterprise sales talent; coach and mentor team members to drive professional growth.
  • Build and maintain strong relationships with key enterprise clients and executive decision-makers.
  • Collaborate cross-functionally with Marketing, Product, Customer Success, and Revenue Operations to optimize sales processes and customer experience.
  • Accurately forecast regional performance and report on KPIs to executive leadership.
  • Stay informed of industry trends, competitor movements, and market dynamics to continuously refine strategies

Requirements

  • 10+ years of enterprise sales experience, with at least 5 years in a sales leadership role within a high-growth SaaS environment.
  • Proven track record of meeting or exceeding multi-million-dollar quotas in complex, long sales cycle environments.
  • Strong leadership skills with experience building and managing distributed sales teams.
  • Deep understanding of enterprise SaaS sales methodologies (e.g., MEDDIC, Challenger, SPIN, or similar).
  • Strong business acumen with the ability to engage and influence C-level stakeholders.
  • Excellent communication, negotiation, and presentation skills.
  • Experience using CRM and sales tech stacks (Salesforce, Clari, Outreach, etc.).
  • Bachelor's degree required; MBA or relevant advanced degree preferred
Benefits
  • Health insurance
  • 401(k) matching
  • Paid time off
  • Flexible work arrangements
  • Professional development opportunities
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
enterprise salessales leadershipsales methodologiesMEDDICChallengerSPINpipeline managementquota achievementbusiness acumennegotiation
Soft Skills
leadershipcoachingmentoringrelationship buildingcommunicationpresentationinfluencingstrategic planningcollaborationperformance management
Certifications
Bachelor's degreeMBA