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'll Do:
- Lead and manage the enterprise sales team in the assigned region, setting clear goals, quotas, and performance metrics.
- Develop and execute regional go-to-market strategies aligned with company objectives.
- Own and exceed regional sales targets through strategic planning and effective pipeline creation and management.
- Recruit, develop, and retain top enterprise sales talent; coach and mentor team members to drive professional growth.
- Build and maintain strong relationships with key enterprise clients and executive decision-makers.
- Collaborate cross-functionally with Marketing, Product, Customer Success, and Revenue Operations to optimize sales processes and customer experience.
- Accurately forecast regional performance and report on KPIs to executive leadership.
- Stay informed of industry trends, competitor movements, and market dynamics to continuously refine strategies
What You Will Bring to Coupa:
- 10+ years of enterprise sales experience, with at least 5 years in a sales leadership role within a high-growth SaaS environment.
- Proven track record of meeting or exceeding multi-million-dollar quotas in complex, long sales cycle environments.
- Strong leadership skills with experience building and managing distributed sales teams.
- Deep understanding of enterprise SaaS sales methodologies (e.g., MEDDIC, Challenger, SPIN, or similar).
- Strong business acumen with the ability to engage and influence C-level stakeholders.
- Excellent communication, negotiation, and presentation skills.
- Experience using CRM and sales tech stacks (Salesforce, Clari, Outreach, etc.).
- Bachelor's degree required; MBA or relevant advanced degree preferred
The estimated pay range for this role is $182,000 - $206,000 + eligibility for commission
The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
Top Skills
What the Team is Saying
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.
Gallery
Coupa Offices
Remote Workspace
Employees work remotely.
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
