Regional Sales Director, Corporate (Remote)

Chicago, Illinois, United States

Full Time Executive-level / Director
Coupa Software, Inc. logo

Coupa Software, Inc.

See all of your business spend in one place with Coupa to make cost control, compliance and anything spend management related easier and more effective.

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Coupa Software (NASDAQ: COUP), a leader in business spend management (BSM), has been certified as a “Great Place to Work” by the Great Place to Work organization. We deliver “Value as a Service” by helping our customers maximize their spend under management, achieve significant cost savings and drive profitability. Coupa provides a unified, cloud-based spend management platform that connects hundreds of organizations representing the Americas, EMEA, and APAC with millions of suppliers globally. The Coupa platform provides greater visibility into and control over how companies spend money. Customers – small, medium and large – have used the Coupa platform to bring billions of dollars in cumulative spend under management. Learn more at Read more on the Coupa Blog or follow @Coupa on Twitter.
Do you want to work for Coupa Software, the world's leading provider of cloud-based spend management solutions? We’re a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth. At Coupa, we’re building a great company that is laser focused on three core values:
1. Ensure Customer Success – Obsessive and unwavering commitment to making customers successful.2. Focus On Results – Relentless focus on delivering results through innovation and a bias for action.3. Strive For Excellence – Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.


  • Build and lead the Coupa Sales team in the Region. Source and recruit only Top Talent
  • Co-selling with in-country Resellers and Alliance Partners as needed. Resellers and
  • Partners are acquired and managed by the Coupa Alliances team out of Coupa headquarters in California
  • Enable the Sales team on the Coupa sales processes and best practices
  • Deliver weekly Sales updates for the Region and maintain the system of record in
  • Develop and deliver world class Executive Sales proposals to C-level prospects. Engage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
  • Adopt key sales training and coaching programs to drive Business Value Selling within the context of the Challenger Sale model to help team members close business, where applicable
  • Develop sales plans for targeted accounts, sub-regions and vertical segments in the Region
  • Align overall value messaging targeted towards the chief economic buyer in target accounts
  • Build out an account penetration model that encourages multi-angle access into key accounts
  • Execute Field Sales Campaigns against targeted verticals or competitive take-out targets in Region
  • Assist in the development of localized content for sales enablement programs for the Region
  • Develop and improve localized competitive positioning and messaging to enable the sales team
  • Engage in training, certification and on-boarding activities for the Regional field sales organization


  •  The eligible candidate should be able to demonstrate a successful career with 5-10 years (at least 3 years at same company) of sales management and individual contributor experience, backed up by direct references
  • The candidate should be capable of personally delivering on direct sales targets while recruiting and managing a team of top sales talent in the Region
  • We’re looking for someone who is expertly able to identify strategic customer pains and develop unique and compelling value propositions that focus on delivering business value to the customer
  • The candidate should excel at team work, collaborating across functional and regional boundaries and be able to work several time zones simultaneously, leveraging current age tools and technology
  • Candidate should expect to travel extensively in the Region to meet with customers and will also visit Coupa headquarters in California several times per year for training and planning sessions
  • Ideally this will be a customer-success focused sales professional who has the ability to qualify and coach both sales talent as well as customers in the pursuit of high value business opportunities
  • We need a confident individual with excellent communication skills and strong executive presence who can be effective and convince in front of customers, prospects, partners and future talent
  • Candidates need to demonstrate a successful track record of engaging all levels in an organization from functional level up to C-level executives
At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of today’s dynamic businesses. It’s our people who make it happen, and we strive to attract and retain the best in every discipline.
We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, retirement and savings plans with employer match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunches…And much more!
As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.
Please be advised, inquiries or resumes from recruiters will not be accepted.
Job region(s): North America
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