Job Description
RVP Sales, US Central, West and Canada
(Location: United States)
Founded in 2000, Ivalua is a leading global provider of cloud-based procurement solutions.
COMPANY OVERVIEW
At Ivalua we are a global community of exceptional professionals, who believe that digital transformation revolutionizes supply chain sustainability and resiliency to unlock the power of supplier collaboration.
We achieve this through our leading cloud-based spend management platform that empowers hundreds of the world’s most admired brands to effectively manage all categories of spend and all suppliers to increase profitability, improve ESG (environmental, social, and corporate governance) performance, lower risk, and improve productivity. Driven by our passions and fueled by our shared ambitions, we empower and challenge each other to create meaningful experiences for our colleagues, customers, partners, and communities.
Learn more at www.ivalua.com. Follow us on LinkedIn and Twitter.
THE OPPORTUNITY
CONTEXT:
Our Americas Sales team is dedicated to driving new business and expansion across Ivalua’s AI-native Source-to-Pay (S2P) platform with large, complex enterprise customers.
With strong growth across US Central, US West and Canada and an expanding portfolio of strategic accounts, the regional team needs to keep growing to satisfy demanding C-level buyers and ambitious revenue targets. In this context of fast growth and continued innovation (including our AI-native IVA Studio), we are hiring a Regional Vice President (RVP) of Sales to lead and scale the sales organization across these territories.
ROLE:
Here at Ivalua, we are currently looking for a Regional Vice President, Sales – US Central, West and Canada.
Reporting to the VP, Sales North America, you will own the go-to-market and revenue strategy for your region, leading a team of enterprise Account Executives and working in close partnership with Solution Consulting, Services, Customer Success, Marketing, Sales Operations, and SI Partners.
You will be responsible for delivering new and expansion ARR, leading complex long-cycle enterprise deals (high six- and seven-figure), and positioning Ivalua’s AI-native platform as a strategic lever for margin protection and supply chain resilience with C-suite stakeholders (CPO, CIO, CFO).
WHAT YOU WILL DO WITH US
- 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.
YOUR PROFILE
If you have the below experience and strengths this role could be for you:
Skills and Experience:
- 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.
Soft Skills :
- 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.
WHAT HAPPENS NEXT
If your application fits this specific position’s needs, our skilled Talent team will reach out to schedule an initial screening call. Get one step closer to achieving your goals – apply today!
Our Talent team will guide you through every step of the interview process - from preparation to completion. They’re here to support you!
Our recruitment process is designed to assess your competencies through a series of personalized interviews with internal stakeholders relevant to the role.
Interviews will be conducted virtually via video or on-site with face-to-face meetings.
LIFE AT IVALUA
- Hybrid working model (3 days in the office per week)
- We’re a team dedicated to pushing the boundaries of product innovation and technology
- Sustainable Growth, Privately Held
- A stable and cash-flow positive Company since 10 years
- Snacks and weekly lunches in the office
- Feel empowered to pursue your goals with improved team collaboration and increased creativity/productivity
- Unlock and unleash your full professional potential with our exceptional training and career development program
- Join a dynamic and international team of top-notch professionals who are experts in their respective fields. Collaborate with like-minded individuals who are deeply passionate and highly motivated about their work. Experience a truly diverse and inclusive work environment where your unique contributions are highly valued
- Regular social events, competitive outings, team running events, and musical activities,
- Comparably recognized Ivalua for the following (https://www.comparably.com/companies/ivalua) :
Powered by People - Powered by You!
United by our values we embrace diversity and equity in the broadest possible sense to create an inclusive workplace. To help our customers make supply chains more efficient, sustainable and resilient, we rely on a global team with a variety of backgrounds, skills and views. We believe in equal opportunity and in diversity as a driver of innovation that cultivates a spirit of inclusiveness, creates a productive and fun place to work, and provides fulfilling career opportunities for all Ivaluans. https://www.linkedin.com/company/ivalua/about/
Experience life at Ivalua - check out our captivating video ! Gain insight into our unique company culture and get a glimpse of what it’s like to work with us.
Ivalua’s core values include a priority on Care & Grow People. We take matters like pay equity very seriously and strive to reward our employees appropriately and fairly for their talents.
The salary range for this position is based upon careful and continual market compensation research. In addition to location, salary may also vary based upon job-related knowledge, skills, and experience.
Title: Regional Vice President, Sales - Central and West US and Canada
Base range minimum: $175,000*
Base range maximum: $250,000*
*Additional compensation / rewards: In addition to the base salary information above, Ivalua offers an uncapped commission plan as part of the competitive compensation package. Other compensation factors may also be considered. Ivalua also offers exceptional benefits including medical, dental, vision, retirement (with company match), and much more.
#LI-REMOTE #LI-LK1
