Regional Vice President Mid-Market, Coupa

Western US

$185-195k

+Eligibility for commission with an estimated pay mix of 50/50

Salesforce

Senior and Expert level

San Francisco Bay Area

Office located in Foster City, CA

Business spending management platform

Be an early applicant

Business spending management platform

1001+ employees

FintechB2BArtificial IntelligenceMachine LearningFinancial ServicesSaaS

Be an early applicant

$185-195k

+Eligibility for commission with an estimated pay mix of 50/50

Salesforce

Senior and Expert level

San Francisco Bay Area

Office located in Foster City, CA

1001+ employees

FintechB2BArtificial IntelligenceMachine LearningFinancial ServicesSaaS

Company mission

To provide a clear idea of business value for clients.

Job

Company

Role

Who you are

Proven track record selling complex cloud/SaaS software, with 5 -10 years of combined sales management and individual contributor experience (minimum 3 years at the same company), supported by strong references
Ability to consistently achieve direct sales targets while recruiting, developing, and leading top-performing sales teams across the region
Expertise in identifying strategic customer challenges and crafting compelling value propositions that deliver measurable business impact
Strong collaboration skills, adept at working across functions and multiple time zones, leveraging modern tools and technology to drive efficiency
Willingness to travel extensively within the region and periodically to Coupa headquarters for training and strategic planning
Confident and persuasive communicator with executive presence, skilled in engaging stakeholders at all levels from functional teams to C-level executives and coaching both sales talent and customers toward high-value opportunities

What the job involves

The RVP drives regional revenue growth by leading high-performing sales teams and delivering complex SaaS solutions
They create compelling value propositions that address strategic customer needs and accelerate deal closures
Through strong collaboration and executive presence, they align resources and build lasting customer relationships
Their coaching develops top sales talent focused on customer success
Ultimately, they fuel Coupa’s market expansion and competitive advantage
Build and lead the Coupa Sales team in the region, enabling them with sales processes, best practices, and ongoing training, including Business Value Selling and Challenger Sale methodologies
Deliver weekly sales updates and maintain accurate records in Salesforce to ensure visibility and accountability
Develop and present executive-level sales proposals, engaging with C-level prospects to communicate Coupa’s strategic value and drive deals to closure
Create targeted sales plans and account penetration models for key accounts, sub-regions, and vertical segments to maximize market coverage and opportunity access
Execute field sales campaigns focused on targeted verticals and competitive take-out strategies while co-selling with in-country Alliance Partners as needed
Develop localized sales enablement content, competitive positioning, and messaging to support the regional sales team’s effectiveness and success

Our take

In 2006, Noah Eisner co-founded Coupa with Ravi Thakur, two fintech start-up specialists as a provider of business spending management (BSM) services. Coupa has grown into its niche with its comprehensive platform allowing companies greater control over their spending, supply network and chain optimization, liquidity management and solutions for payment.

Coupa has been recognized as a leading brand in third party risk management (TPRM). Using artificial intelligence software, its TPRM software takes data from hundreds of sources and generates risk flags across the entire platform, informing the user’s processing decisions.

TPRM integrates into Coupa’s business spending management systems to provide one comprehensive platform, a feat that gives it a definitive edge when it comes to secure management of company funds. Acquired in early 2023 by Thoma Bravo, Coupa is a company to watch, as progress in AI software could open opportunities for greater software automation on its platform.

Kirsty

Company Specialist at Welcome to the Jungle

Insights

Top investors

-3% employee growth in 12 months

Glassdoor (3.8)

Trustpilot (1.2)

Company

Funding (last 2 of 7 rounds)

Jun 2015

$80m

SERIES G

Mar 2014

$40m

SERIES F

Total funding: $169m

Company benefits

Employee stock purchase program
Health benefits for employees and their families
Retirement and savings plans
Flexible work environment

Company HQ

Town Center, Foster City, CA

Leadership

J. Charles Goodman

(Chairman of the Board, not founder)

Serves as Chairman of the Board for multiple companies, including Proofpoint, Anaplan and Bottomline Technologies.

Salary benchmarks

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