RVP Sales | Retail & Automotive

Overview

Lead the enterprise software sales strategy, organization, and execution for an assigned region and relevant vertical markets, owning regional revenue performance and new-logo acquisition.

What you'll do

• Lead the enterprise software sales strategy and execution for the assigned region across relevant verticals, segments, and routes to market, translating company objectives into actionable annual and multi-year plans.
• Own regional revenue performance, sales budget, quota capacity, pipeline coverage, and forecast accuracy; provide timely risk assessments, scenarios, and recommendations to senior leadership.
• Build and execute an aggressive, repeatable new-logo acquisition strategy for complex, multi-stakeholder software transactions, including cloud, subscription, services, support, education, and other solution components.
• Develop strategic relationships with C-suite and senior business leaders in target accounts; lead executive engagement, value-based selling, ROI and business-case development, and competitive positioning.
• Establish sales-process governance, qualification standards, inspection cadences, performance metrics, and CRM discipline that improve conversion, productivity, deal quality, and forecast confidence.
• Partner with Marketing, Product, Development, Customer Success, Professional Services, Finance, and Operations to align regional positioning, demand generation, solution value propositions, pricing, packaging, and commercial execution.
• Recruit, organize, coach, and retain a high-performing regional sales leadership team and broader organization; set clear expectations, develop talent pipelines, strengthen succession, and hold teams accountable for results.
• Lead pricing, negotiation, and deal strategy for material transactions, balancing prospect value, competitive position, revenue quality, margin, risk, and long-term commercial considerations.
• Identify regional market, competitive, organizational, and execution risks; lead change initiatives that scale the sales model, improve operational effectiveness, and support regional growth.

What you'll need

• Bachelor's degree in business, technology, marketing, or a related field, or equivalent experience.
• 12+ years of progressive experience in software, technology, or related B2B sales leadership, with demonstrated ownership of substantial revenue targets.
• 7+ years leading and developing multi-level, multi-discipline ERP sales organizations, preferably across multiple regions, verticals, or service types.
• Proven success exceeding quota and scaling regional enterprise software sales, including complex, multi-year, multi-stakeholder transactions and executive-level target-account relationships.
• Experience partnering across Marketing, Product, Customer Success, Services, Finance, and Operations to deliver an integrated regional go-to-market strategy.
• Advanced knowledge of enterprise software, SaaS, cloud, subscription, ERP, or vertical software markets; understands complex buying cycles, executive stakeholders, business outcomes, and recurring-revenue economics.
• Demonstrated strategic vision and commercial acumen, including the ability to set a multi-year growth strategy, allocate resources, manage revenue and margin tradeoffs, and connect sales activity to ARR, bookings, ACV/TCV, retention, expansion, and productivity metrics.
• Advanced sales leadership capability across enterprise and strategic selling, pipeline generation, sales methodology, value and ROI selling, pricing and negotiation, partner/channel motions, and new-logo acquisition.
• Strong analytical and operational discipline; uses CRM, revenue intelligence, forecasting, dashboards, and AI-enabled productivity tools to inspect pipeline, identify risk, improve decision quality, and create predictable execution.
• Executive communication, influence, collaboration, talent development, change leadership, sound judgment, and the ability to build trust with customers, employees, cross-functional partners, and senior leadership.

Nice to have

• Experience managing a software sales quota of $10M or more, or comparable responsibility for a material enterprise revenue plan.
• Six or more years of specialized experience in ERP, retail, automotive, manufacturing, distribution, or another relevant vertical software market.
• Experience selling or leading go-to-market motions that include consulting, managed services, cloud, support, education, or other recurring and professional services.

Details

• Remote role, located in EST or CST.
• Up to 50% travel required.