Build and lead the regional Coupa sales team, drive complex SaaS sales, coach representatives, manage regional sales plans, engage C-level executives, develop value propositions, execute field campaigns, maintain Salesforce reporting, enable competitive positioning, and collaborate with alliance partners. The role requires extensive regional travel and several annual visits to Coupa headquarters in California.
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 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 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.
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.
Coupa Boston, Massachusetts, USA Office
53 State Street Suite 1205, Boston, MA, United States, 02109
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