Coupa Software, Inc.
Vice President, Sales Operations
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 www.coupa.com. 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.
As the VP, Sales Operations, you will be responsible for designing and implementing a scalable sales engine to help Coupa achieve $2B in revenue and surpass it. You will own the sales stack and data. You will partner with Sales and the Business Applications team to assess and improve processes and systems. You will manage strategic initiatives to increase sales productivity and lead the transaction management teams supporting the Sales organization.
You are a Sales Operations rock-star that can balance operations with strategy and planning, not afraid to ask difficult questions and proactively seek the answers for them. You have a hypothesis-driven approach to solving problems able to analyze large quantities of data, derive insightful recommendations and confidently present to our senior leadership team. You are able to see the forest and the trees while working in an extremely dynamic and growth-oriented environment. Last but not least, a rolling up your sleeves attitude is very important in our team, we balance the high level strategic view with actual deep-dive analysis.
Responsibilities:
- Continuously evaluate the effectiveness of sales operations initiatives to company goals and objectives; ensure that various departments and individual strategies that support revenue enablement are working in concert toward company goals and that revenue and attainment of growth targets is relentlessly prioritized across the company
- Improve Sales Processes with the goal of building a scalable sales engine
- Drive change management activities through holistic frameworks that align with Sales priorities
- Design, implement and drive enforcement of Sales policies and best practices
- Scope and manage multiple improvement work streams related to processes and systems; includes process mapping, root cause analysis and change management
- Partner with internal Coupa teams to analyze and improve the sales cycle
- Manage and optimize Deal Desk and SOW Desk activities to accelerate the sales cycle
- Act as business owner of Salesforce.com, Salesforce CPQ, Clari, and planning tools and partner with Business Applications to drive usage of capabilities and influence feature roadmaps
- Serve as business owner of sales data in partnership with the Data Technology team
- Manage sales account hierarchy and facilitate GTM use case alignment
- Build a world class PMO organization for GTM teams that facilitate priorities and strategic alignment and scale for long term growth
- Support M&A due diligence and post integration activities and act as point of contact for Sales Operations
- Perform ad-hoc projects and other duties as assigned
Qualifications:
- 12 + years of experience in sales operations, sales management, management consulting or sales excellence role in another SaaS technology company
- Expertise in sales and revenue methodologies and processes along with in-depth experience with Salesforce.com ecosystem, CPQ implementation a plus
- Ability to work collaboratively with technical resources and bring the business perspective to systems development and implementation
- Ability to influence without authority
- Excellent understanding of sales cycle, sales performance management and relevant KPIs
- Sales operations experience in a fast growing SaaS enterprise company
- Works effectively in an unstructured environment requiring new perspectives and creative approaches, and with multiple competing deadlines; can adapt quickly to changes and possesses strong work ethic
- Always focused on doing what’s right for the business; high energy and contagious enthusiasm; willing to take on the tough projects and challenges to support growth of the business
- Ability to be highly productive with minimal oversight from senior management
- Strong partner management skills, ability to create a trusting relationship with business partners, collaborative
- Able to speak in front of senior audiences as well as write clearly, concisely, and compellingly
- Willing and able to roll-up the sleeves to get things done, highly proactive and able to follow through
- Bachelor’s Degree in an analytical field (e.g. Computer Science, Business, Engineering, Mathematics, or Statistics), is preferred; MBA is a plus
If you are a Colorado or New York resident, please email us at comp_inquiries_us@coupa.com.com to receive compensation and benefits information for this role. Please include the Job ID: 7532 in the subject line of the email
#LI-Remote
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.
Coupa builds a powerful total spend management platform that leverages community-generated AI to help businesses optimize their margins. Designed for organizations of all sizes, Coupa's technology is driven by trillions of dollars in spend data, connecting over 10 million buyers and suppliers across a global network.
- Founded
- Founded 2006
- Employees
- 500+ employees
- Industry
- Internet Software & Services
- Total raised
- $170M raised
Sales Operations