RVP, Sales - Central and West US and Canada

Ivalua

5d•$175,000 - $250,000•Hybrid

About The Position

Ivalua is seeking a Regional Vice President (RVP) of Sales to lead and scale the sales organization across the US Central, US West, and Canada territories. This role reports to the VP, Sales North America and is responsible for the go-to-market and revenue strategy for the region. The RVP will lead a team of enterprise Account Executives, collaborating with Solution Consulting, Services, Customer Success, Marketing, Sales Operations, and SI Partners. The primary goal is to deliver new and expansion Annual Recurring Revenue (ARR) by leading complex, long-cycle enterprise deals with high six- and seven-figure values. The RVP will position Ivalua’s AI-native platform as a strategic tool for margin protection and supply chain resilience to C-suite stakeholders, including CPOs, CIOs, and CFOs.

Requirements

Bachelor’s degree in Business, Management, or a related field preferred, with 10+ years of enterprise B2B software sales experience, including 5+ years in front-line or second-line leadership; or an equivalent combination of education and experience.
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.
Fluent in English; additional languages are a plus but not required.

Nice To Haves

Additional languages are a plus but not required.

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.