RVP, Customer Growth

This is a fully remote position, open to applicants in California.

📋 Description

• Lead and manage the Coupa Sales team within the designated region.

• Empower the sales team by providing training on Coupa’s sales processes and best practices.

• Present weekly sales updates for the region and ensure Salesforce.com is maintained as the record-keeping system.

• Create and present executive sales proposals to C-level prospects.

• Engage with C-level prospects to highlight Coupa’s strategic value proposition and secure deals.

• Provide sales training and coaching utilizing Business Value Selling and Challenger Sale methodologies.

• Formulate sales plans for targeted accounts, sub-regions, and industry segments.

• Align value messaging with primary economic buyers in target accounts.

• Develop an account penetration strategy to gain multi-faceted access to key accounts.

• Implement field sales campaigns aimed at specific verticals and competitive take-out opportunities.

• Create localized sales enablement materials.

• Enhance localized competitive positioning and messaging.

• Assist in training, certification, and onboarding for the regional Field Sales team.

• Collaborate with in-country Alliance Partners as necessary.

⛳️ Requirements

• Proven and significant experience in selling complex cloud/SaaS solutions.

• 5–10 years of experience in sales management and as an individual contributor.

• A minimum of 3 years spent at the same organization.

• Direct references validating career achievements.

• Capacity to meet direct sales targets while recruiting and overseeing a regional sales team.

• Ability to pinpoint strategic customer pain points and craft persuasive business-value propositions.

• Collaborative mindset across functional and regional lines.

• Proficient in working across multiple time zones using modern tools and technologies.

• Willingness to travel extensively within the region and visit Coupa headquarters in California several times a year.

• Customer-success-oriented sales expertise.

• Exceptional communication skills and a strong executive presence.

• Ability to influence customers, prospects, partners, and potential talent.

• Proven record of engaging stakeholders from various functional levels to C-level executives.

🏝️ Benefits

• Two designated company-wide paid wellness days off each year.

• Paid day off on your birthday or another day within your birthday month.

• 40 hours of paid Volunteer Time Off annually.

• Free, confidential, 24/7/365 Employee Assistance Program counseling and resources.

• Business travel protection through Zurich Travel Assist.

• Monetary referral bonuses for successful hires.

• Location-specific comprehensive medical/dental insurance.

• Location-specific retirement/pension plans.

• Location-specific life or accident protection.