Regional Sales VP - Mid-Market - West
Job Summary
Job Description
Coupa is seeking a Regional Sales VP for its Mid-Market West region. This role is responsible for building and leading a high-performing regional sales team focused on driving growth for Coupa’s cloud-based solutions. The ideal candidate will combine deep SaaS sales expertise with a proven ability to engage C-level executives and deliver value-based, strategic proposals to close complex deals. Responsibilities include driving regional sales execution through targeted plans, campaigns, and close collaboration with internal teams and partners. The leader will also recruit, enable, and mentor top talent while maintaining operational excellence through effective pipeline management and forecasting. Success requires a customer-centric mindset, executive presence, and commitment to cross-functional collaboration in a dynamic, fast-paced environment.
Must have:
- 5+ years of complex cloud/SaaS sales experience
- Sales management and individual contributor experience
- At least 3 years tenure at one company
- Proven track record of delivering results
- Expertise in value-based selling
- Strong communicator with executive presence
- Highly collaborative and customer-focused
8 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 an RVP, Customer Growth to Coupa:
This role is responsible for building and leading a high-performing regional sales team focused on driving growth for Coupa’s cloud-based solutions. The ideal candidate combines deep SaaS sales expertise with a proven ability to engage C-level executives and deliver value-based, strategic proposals that close complex deals. They will drive regional sales execution through targeted plans, campaigns, and close collaboration with internal teams and partners. A strong coach and communicator, this leader will recruit, enable, and mentor top talent while maintaining operational excellence through effective pipeline management and forecasting. Success in this role requires a customer-centric mindset, executive presence, and a commitment to cross-functional collaboration in a dynamic, fast-paced environment.
What You'll Do:
- Build, lead, and enable the Coupa Sales team in the region, ensuring alignment with Coupa’s sales processes, training programs, and onboarding initiatives.
- Drive regional sales execution by developing targeted sales plans, executing field campaigns, and collaborating with Alliance Partners to penetrate key accounts and verticals.
- Engage C-level executives with compelling value-based proposals and messaging, leveraging Business Value Selling and the Challenger Sale model to accelerate deal closure.
- Deliver accurate, timely sales reporting and maintain Salesforce.com as the system of record, including weekly updates and pipeline health.
- Support regional sales success by developing localized content, competitive positioning, and enablement materials tailored to market dynamics and buyer personas.
What You Will Bring to Coupa:
- Proven success in complex cloud/SaaS sales, with 5+ years of sales management and individual contributor experience, including tenure of at least 3 years at one company.
- Track record of delivering results both as a direct seller and sales leader, with the ability to recruit, coach, and lead high-performing sales teams.
- Expert at value-based selling, identifying strategic customer pain points and crafting compelling business cases that resonate from functional roles to the C-suite.
- Strong communicator with executive presence, skilled at building trust with customers, partners, and internal stakeholders across regions and time zones.
- Highly collaborative and customer-focused, leveraging modern tools to work cross-functionally and willing to travel extensively for customer meetings and strategic planning.
The estimated pay range for this role is $185,000 - 195,000 + eligibility for commission with an estimated pay mix of 50/50
The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
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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.
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.
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