Regional Vice President of Sales
Job Summary
Job Description
Coupa is seeking a dynamic, results-driven Regional Vice President (RVP) of Sales to lead and scale enterprise sales efforts in the California Region. This role involves driving revenue growth, building and coaching a high-performing sales team, and developing executive relationships with key enterprise accounts. The ideal candidate possesses deep SaaS sales expertise, exceptional leadership skills, and a proven ability to close complex deals. Responsibilities include leading the enterprise sales team, developing regional go-to-market strategies, exceeding sales targets, recruiting and coaching talent, and fostering strong client relationships.
Must have:
- 10+ years of enterprise sales experience
- 5+ years in sales leadership roles
- Proven success meeting quotas
- Experience building/managing sales teams
- Expertise in SaaS sales methodologies
- Strong executive presence
- Skilled in CRM and sales tools
- Bachelor's degree
Good to have:
- MBA preferred
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 Regional Vice President of Sales to Coupa:
We are seeking a dynamic, results-driven Regional Vice President (RVP) of Sales to lead and scale our enterprise sales efforts within the California Region. This strategic role is responsible for driving revenue growth, building and coaching a high-performing sales team, and developing strong executive relationships with key enterprise accounts. The ideal candidate brings deep SaaS sales expertise, exceptional leadership, and a proven ability to close complex, multi-stakeholder deals.
What you will do:
- Lead and manage the enterprise sales team in the assigned region by setting goals, quotas, and performance metrics.
- Develop and execute regional go-to-market strategies that align with overall company objectives.
- Own and exceed regional sales targets through strategic planning, pipeline generation, and effective deal management.
- Recruit, coach, and retain top enterprise sales talent while fostering professional growth and team development.
- Build strong relationships with key enterprise clients and executive stakeholders to drive long-term partnerships.
- Collaborate cross-functionally with Marketing, Product, Customer Success, and Revenue Operations to optimize sales processes and enhance the customer experience.
What you will bring to Coupa:
- 10+ years of enterprise sales experience, including 5+ years in sales leadership roles within high-growth SaaS environments.
- Proven success in consistently meeting or exceeding multi-million-dollar quotas in complex, long-cycle sales processes.
- Experienced sales leader with a track record of building, scaling, and managing distributed enterprise sales teams.
- Deep expertise in SaaS sales methodologies, including MEDDIC, Challenger, SPIN, or similar frameworks.
- Strong executive presence and business acumen, with the ability to engage, influence, and sell to C-level stakeholders.
- Skilled in using CRM and modern sales tools, such as Salesforce, Clari, Outreach, and more; Bachelor’s degree required, MBA preferred.
The estimated pay range for this role is $215000 - $225000+ 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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