Regional Vice President, Sales

Summary

Join Coupa as a Regional Vice President (RVP) of General Business in EMEA North and drive significant new business growth within our extensive customer base. This strategic leadership role demands a proven track record in direct sales management, business development, and team leadership within enterprise SaaS sales. You will develop and implement sales strategies, oversee execution, acquire new customers, and lead a high-performing sales team. Success requires strong collaboration with various departments and a data-driven approach to optimize sales processes and customer success. The ideal candidate possesses exceptional leadership skills and thrives in fast-paced, high-growth environments.

Requirements

• Bachelor’s degree in Business or a related field
• 10+ years of experience in enterprise software sales, preferably in SaaS, within the EMEA North region with a proven track record of meeting and exceeding revenue targets
• Strong understanding of general business sales dynamics, including consultative selling and solution-based approaches
• Exceptional leadership and team management skills, with experience leading regional sales teams
• Excellent negotiation, communication, and relationship-building skills
• Strategic thinker with the ability to develop and execute complex sales strategies
• Strong analytical and problem-solving skills, with a data-driven approach to decision-making
• Ability to thrive in a fast-paced environment and manage multiple priorities effectively

Responsibilities

• Develop and implement a direct sales strategy for the EMEA North region aligned with Coupa’s overall business objectives. Identify key markets, industries, and sales approaches to drive customer acquisition and revenue growth
• Oversee the execution of sales strategies, ensuring that revenue targets and growth objectives are met. Work closely with Account Executives to drive pipeline generation and conversion
• Focus on acquiring new customers and expanding Coupa’s footprint. Drive a consultative sales approach that aligns with customer needs and challenges
• Recruit, mentor, and manage a high-performing sales team. Provide coaching, development opportunities, and performance management to ensure the team’s success
• Work closely with the Digital Sales Team, Channel Sales, marketing, customer success, product, and partner teams to ensure alignment in go-to-market efforts, customer engagement, and overall revenue strategies
• Establish and maintain a robust sales pipeline, leveraging data-driven insights to optimize forecasting, sales cycles, and deal closure rates
• Partner with CSM teams to ensure customer satisfaction, adoption, and long-term retention. Align sales efforts with customer success strategies to drive recurring revenue and growth
• Identify new opportunities for growth within EMEA North, including expansion into new geographies, industries, and verticals
• Work closely with other departments across regions to align sales strategies, share best practices, and ensure a unified company-wide sales approach

Preferred Qualifications

MBA