Regional Vice President of Customer Growth

Responsibilities

• You will scale Coupa’s footprint by leading a high-performing sales team to unlock exponential business value for clients
• By championing the Challenger Sale model and leveraging our trillion-dollar community data, you’ll transform regional spend management, secure C-level partnerships, and drive predictable revenue growth that directly multiplies our customers’ operating margins
• Lead and manage the Coupa Sales team in the region, ensuring they are equipped with sales processes, best practices, and training
• Deliver weekly sales updates, maintain Salesforce records, and develop targeted sales plans for accounts, sub-regions, and verticals
• Develop and present executive sales proposals to C-level prospects, highlighting Coupa’s strategic value proposition
• Drive business value selling using the Challenger Sale model to assist team members in closing deals and penetrating key accounts
• Support the creation of localised content and competitive messaging to strengthen regional sales efforts and enable the team
• Co-sell with in-country Alliance Partners and participate in training, certification, and onboarding activities for the Field Sales organisation

Qualifications

• Ability to meet direct sales targets while recruiting and managing a team of top sales talent in the region.
• Customer‑success‑focused, with the ability to coach both sales talent and customers in pursuing high‑value business opportunities, and confident in engaging with all organisational levels, including C‑level executives.
• Skilled in identifying strategic customer pains and creating compelling value propositions that deliver business value to customers.
• Excellent teamwork abilities, collaborating across functions and regions, and adept at working across time zones using modern tools and technology.
• 5‑10 years of sales management and individual contributor experience, including at least 3 years at the same company, supported by references.
• Strong and proven experience in selling complex cloud/SaaS software, with a successful track record.

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