Regional Sales VP - Mid-Market - West

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.