Head of Revenue Enablement & Sales Excellence
Job Summary
Job Description
Coupa is seeking a strategic and experienced Head of Revenue Enablement & Sales Excellence to lead and scale global enablement programs for the entire revenue organization, including Pre-Sales, Sales, and Partners. The role involves building and mentoring a high-performing enablement team to increase productivity, shorten sales cycles, and drive revenue growth. Responsibilities include program development, sales methodology alignment, cross-functional collaboration with leadership, and content management. The ideal candidate will have over 10 years of experience in revenue enablement or sales leadership, including 5+ years managing enablement teams in high-growth SaaS or B2B environments, and a deep understanding of sales methodologies like MEDDPICC.
Must have:
- 10+ years of experience in revenue enablement/sales leadership
- 5+ years leading enablement teams
- Deep understanding of sales methodologies (e.g., MEDDPICC)
- Proven ability to lead cross-functional initiatives
- Strong analytical skills
6 skills required
Job Details
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.
The Impact of a Head of Revenue Enablement & Sales Excellence at Coupa:
We are seeking a strategic, experienced, and collaborative Head of Revenue Enablement & Sales Excellence to lead and scale our global enablement programs across the entire revenue organization—including Pre-Sales, Sales and Partners. This individual will be responsible for building, leading, and mentoring a high-performing enablement team that delivers impactful programs to increase productivity, shorten sales cycles, and drive revenue growth.
This role requires a leader who can partner cross-functionally with Sales Leadership, Product Marketing, RevOps, and other key stakeholders to drive consistent, scalable enablement strategies that align with our go-to-market priorities.
What You'll Do:
- Team Leadership: Build and manage a team of enablement professionals responsible for developing and executing enablement programs across pre-sales, sales, and customer success functions.
- Program Development: Design, implement, and iterate on onboarding, continuous learning, sales readiness, and skill development programs to ensure team effectiveness at every stage of the customer journey.
- Sales Methodology & Process Alignment: Drive adoption and reinforcement of proven sales methodologies (e.g., MEDDPICC, Challenger, SPIN, etc.) to standardize the sales process and improve forecasting accuracy and deal quality.
- Collaboration & Stakeholder Management: Partner closely with senior leaders in Sales, Marketing, Product, and RevOps to identify enablement needs and deliver high-impact solutions.
- Content & Curriculum Management: Partner with curriculum peers on creation of enablement content, tools, playbooks, and learning paths to support reps at every level.
What You Will Bring to Coupa:
- 10+ years of experience in revenue enablement, sales enablement, or sales leadership roles with a proven track record of success.
- 5+ years of experience leading and scaling enablement teams in high-growth SaaS or B2B environments.
- Deep understanding of sales methodologies, especially MEDDPICC, and experience embedding them into go-to-market processes.
- Proven ability to lead cross-functional initiatives, influence executive stakeholders, and manage complex projects.
- Strong analytical skills and experience using data to drive decisions and improve programs.
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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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