The Role
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.
Summary Generated by Built In
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 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.
Skills Required
- Strong, demonstrable experience selling complex cloud or SaaS software
- Five to ten years of sales management and individual contributor experience
- At least three years of experience at the same company
- Successful record of personally delivering direct sales targets while recruiting and managing a regional sales team
- Ability to identify strategic customer challenges and develop compelling business-value propositions
- Ability to collaborate across functions and regions while working across multiple time zones
- Willingness to travel extensively throughout the region and visit Coupa headquarters in California several times annually
- Customer-success-focused sales leadership and coaching experience
- Excellent communication skills and strong executive presence
- Track record of engaging stakeholders from functional levels through C-level executives
What the Team is Saying
Aditya Maheshwari
Sr. Software Engineer, Cloud
Alex Moon
Operations Analyst, Order Management
Jose Miguel Jimenez
Procurement
Jessica Fonseca
Technical Support Specialist
Daniela Aristizábal
Associate Planning & Operations Analyst
Coupa Compensation & Benefits Highlights
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Healthcare Strength — Healthcare is described as comprehensive from day one for employees and dependents, including medical, dental, vision, mental‑health resources, and a no‑cost EAP. Additional options like FSAs and wellness initiatives are also cited.
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Leave & Time Off Breadth — Time off is positioned around Flexible Time Off, floating holidays, and 40 hours of paid Volunteer Time Off, supported by a virtual‑first work model. These programs are highlighted as core elements of work‑life balance.
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Parental & Family Support — Paid parental leave and a digital program for paths to parenthood (including adoption and surrogacy) are explicitly called out. Resources also extend to family medical leave and, in some locations, an onsite Mother’s Room.
Coupa Insights
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The Company
What We Do
Coupa is a global technology company that helps businesses run smarter by connecting all the ways they spend money — from procurement and expenses to payments and supply chain decisions — in one intelligent platform. In simple terms, Coupa gives organizations the visibility and control they need to make better financial choices, reduce waste, and drive real impact. It’s where technology meets purpose: helping companies manage their resources more responsibly while creating a positive ripple across their people, partners, and the planet.
Why Work With Us
At Coupa, we prioritize an inclusive and empathetic workplace where every voice is valued. Our teams are proactive and accountable, ensuring we collaborate effectively to achieve our goals. The foundation of our culture rests on our people; we believe in fostering an environment that encourages innovation and curiosity.
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Coupa Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Our virtual-first approach is intentional. It gives you the freedom to do your best work in a space that supports focus, balance, and creativity, while staying connected to a global team of changemakers who are redefining the future of business spend
Typical time on-site:
Flexible
Foster City
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Bangalore office
Bogotá, CO
Boston, MA
Chicago, IL
Dubai, Dubai 48800
Hyderabad office
São Paulo, BR
Pune office
Shivaji Nagar, IN
Singapore, SG
Tokyo Office
Uppsala, SE
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