AVP - Enterprise

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins. Why join Coupa? 🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend. 🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence. 🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. What You’ll Do : Build and lead the Coupa Sales team in the ANZ Region with a focus on recruiting and developing the very best talent Collaborate and partner cross-functionally with teams, including Account Development, Alliances, marketing and Solutions Consulting Lead by example on sales processes and best practices Deliver weekly sales updates for the region and maintain the system of record in Salesforce 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 Develop sales plans for targeted accounts, sub-regions and vertical segments 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 localised content for sales enablement programs for the region Develop and improve localised competitive positioning and messaging to enable the sales team What You Will Bring to Coupa : A strong hunting mentality (this is not an Account management role) Demonstrate a successful career in Enterprise sales leadership within a SaaS environment Experienced in positioning value-based selling and selling to to Finance executives Strong empathy and ability to identify strategic customer pains and develop unique and compelling value propositions that focus on delivering business value Strong mentoring capability an ability to coach sales talent Successful track record of engaging at all levels in an organization, from a functional level to C-level executives