Note: The job is a remote job and is open to candidates in USA. Ivalua is a leading global provider of cloud-based procurement solutions, seeking a Regional Vice President of Sales to lead and scale their sales organization across the US Central, West, and Canada regions. The role involves owning the go-to-market and revenue strategy, leading a team of Account Executives, and driving new business and expansion for their AI-native Source-to-Pay platform.
Responsibilities
- Own and exceed regional ARR and growth targets by leading a team that consistently closes $400k+ average ARR deals and high six-/seven-figure enterprise contracts
- Drive disciplined enterprise sales execution for 9–18-month, multi-stakeholder cycles, including rigorous qualification, accurate forecasting across at least two quarters, and strong engagement with CPOs, CIOs and SI Partners
- Lead the transition from feature/function selling to value- and consumption-based selling, especially for AI-native use cases (e.g., automated intake, real-time contract risk mitigation, generative supplier negotiations, autonomous sourcing)
- Confidently support your team in executive-level discussions on AI data privacy, LLM security, and integration with backend ERPs (e.g., SAP S/4HANA, Oracle Fusion), ensuring Ivalua is seen as a safe, strategic AI layer over existing landscapes
- Partner closely with Customer Success and Account Management to align bookings with value realization, driving adoption, expansion, and sophisticated/hybrid commercial constructs (subscription + usage/consumption-based tiers)
- Build a high-performing, collaborative culture that fits Ivalua’s values: hiring and developing top enterprise sales talent, fostering strong cross-functional alignment (SC, Services, VE, CS, SAMs, Marketing, SalesOps), and 'owning' the regional business in a matrixed environment
Skills
- 10+ years of enterprise B2B software sales experience
- 5+ years in front-line or second-line leadership
- Proven track record as a 'deal-maker' leader, managing teams that consistently close $400k+ average ARR deals and high six- or seven-figure contracts with large enterprises
- Significant experience managing complex, multi-stakeholder enterprise sales cycles of 9–18 months, selling to CPOs, CIOs and other C-suite executives, ideally in Procurement (Source-to-Pay), Supply Chain, ERP or adjacent complex enterprise platforms (e.g., Coupa, SAP Ariba, Oracle, Salesforce, Workday, Icertis, ServiceNow)
- Demonstrated ability to maintain deal momentum, remove stall points, and forecast accurately over at least two quarters (current quarter and CQ+1), using structured sales methodologies
- Strong AI and product acumen: experienced in leading teams that sell AI-enabled capabilities through value and business outcomes rather than pure features; able to articulate AI-driven use cases such as automated intake, risk mitigation, and autonomous sourcing
- High technical literacy (without being an engineer): confident in enterprise architecture discussions on AI data privacy, LLM security, and integration with legacy ERPs (e.g., SAP S/4HANA, Oracle Fusion) and other enterprise systems
- Proven success leading in a matrixed, global environment, working through influence with Solutions (SC/Services/VE), Customer Success, SAMs, Partners, and Sales Operations to drive outcomes without direct authority over all functions
- Executive presence and gravitas: able to quickly build trust and credibility with C-suite stakeholders (CPO, CIO, CFO), positioning Ivalua as a strategic lever for margin protection, ESG and supply chain resilience rather than a tactical software line item
- Strategic, analytical and disciplined: comfortable operating with rigorous qualification, data-driven pipeline management, and structured territory/account planning; strong partnership mindset with SalesOps to improve visibility and insights
- AI adoption mindset: personally curious and hands-on with generative AI, using AI tools for territory mapping, forecasting, coaching and executive outreach, and encouraging similar adoption across your team
- Collaborative leadership style: assertive and accountable as a Sales leader, but never a bully; able to build consensus across multiple functions and geographies, manage conflict constructively, and represent the region within the broader Ivalua management team
- Change agility and humility: patient in understanding Ivalua's context, culture, and operating model before introducing practices from previous companies; able to adapt 'playbooks' rather than imposing them
- Talent builder: strong track record of hiring, developing and retaining high-performing enterprise sellers and leaders, and only making key hires after deeply understanding the Ivalua context and what success requires in this environment
- Bachelor's degree in Business, Management, or a related field preferred
- Fluent in English; additional languages are a plus but not required
Benefits
- Hybrid working model (3 days in the office per week)
- Snacks and weekly lunches in the office
- Unlock and unleash your full professional potential with our exceptional training and career development program
- Regular social events, competitive outings, team running events, and musical activities
- Ivalua offers an uncapped commission plan as part of the competitive compensation package
- Ivalua also offers exceptional benefits including medical, dental, vision, retirement (with company match), and much more
Company Overview