SVP, North America Customer

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.

• 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.

Lead our North American customer growth sales organization, overseeing both renewals and upsell across our existing customer base. Responsible for retaining and growing recurring revenue, building deep customer relationships, and driving value realization through strong cross-functional collaboration.

• Lead the strategy and execution for all install base revenue, including renewals, cross-sell, and upsell across North American accounts.
• Develop a scalable, customer-centered go-to-market plan that aligns with customer lifecycle stages, value realization, and product adoption.
• Hire, develop, and lead a team of regional sales leaders, account managers, and growth sellers, with clear performance metrics and goals.
• Collaborate closely with Customer Success, Product, Marketing, and Rev Ops to drive retention, expansion, and net revenue growth.
• Own forecast accuracy, pipeline health, and overall revenue performance for the install base segment in North America.
• Actively engage with strategic customers and prospects to influence outcomes, deepen relationships, and identify new opportunities.

• 15+ years of enterprise software/SaaS sales experience, with 7+ years leading account management or customer growth teams
• Demonstrated success driving upsell/renewal performance across a large and complex install base
• Proven ability to build and scale high-performing sales organizations in fast-growth or transformation-stage companies
• Expertise in account planning, value-based selling, and expansion strategies
• Exceptional leadership, coaching, and team development skills
• Strong executive presence and customer engagement experience at the C-suite level
• Data- and process-driven approach to forecasting, performance management, and GTM design
• Experience with Salesforce and modern sales tech stack
• Bachelor’s degree required; MBA or equivalent a plus

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive.

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together.
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about.
• Employee Assistance…