Regional Sales VP - Mid-Market

Summary

Join Coupa as a Regional Vice President of Customer Growth and lead a high-performing sales team focused on driving growth for Coupa’s cloud-based solutions. This role requires deep SaaS sales expertise, the ability to engage C-level executives, and deliver value-based proposals. You will drive regional sales execution through targeted plans and close collaboration with internal teams and partners. As a strong coach and communicator, you will recruit, enable, and mentor top talent while maintaining operational excellence. Success demands a customer-centric mindset, executive presence, and a commitment to cross-functional collaboration. The estimated pay range is $185,000-$195,000 plus commission.

Requirements

• Proven success in complex cloud/SaaS sales , with 5+ years of sales management and individual contributor experience, including tenure of at least 3 years at one company
• Track record of delivering results both as a direct seller and sales leader, with the ability to recruit, coach, and lead high-performing sales teams
• Expert at value-based selling , identifying strategic customer pain points and crafting compelling business cases that resonate from functional roles to the C-suite
• Strong communicator with executive presence , skilled at building trust with customers, partners, and internal stakeholders across regions and time zones
• Highly collaborative and customer-focused , leveraging modern tools to work cross-functionally and willing to travel extensively for customer meetings and strategic planning

Responsibilities

• Build, lead, and enable the Coupa Sales team in the region , ensuring alignment with Coupa’s sales processes, training programs, and onboarding initiatives
• Drive regional sales execution by developing targeted sales plans, executing field campaigns, and collaborating with Alliance Partners to penetrate key accounts and verticals
• Engage C-level executives with compelling value-based proposals and messaging, leveraging Business Value Selling and the Challenger Sale model to accelerate deal closure
• Deliver accurate, timely sales reporting and maintain Salesforce.com as the system of record, including weekly updates and pipeline health
• Support regional sales success by developing localized content, competitive positioning, and enablement materials tailored to market dynamics and buyer personas

Benefits

• The estimated pay range for this role is $185,000 - 195,000 + eligibility for commission with an estimated pay mix of 50/50
• The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location