AVP - Enterprise
Australia
Full-Time
Mid (3-6 yrs)
Sales & Business Development
Posted on August 19, 2026
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
Company: Coupa
Provides an AI-driven platform that connects and optimizes sourcing, purchasing, supply chains, and financial management.
Remote-First Company
1001-5000 employees
Software & IT Services
HQ: United States
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