RVP Strategic Sales

Shippeo; Chicago (IL); On-site; USD 180,000 - 320,000; Full time

Benefits offered by this job

Hybrid work model

Global travel opportunities

Career development programmes

Diversity & Inclusion emphasis

Competitive compensation

Job summary

Shippeo is seeking a Regional Vice President, Strategic Sales in Chicago to lead a front-line team of Strategic Account Executives across Europe and the United States. You will co-sell, negotiate complex, cross-border agreements, and drive growth for Top 20 Global Customers while expanding new logos among household brands.

You will manage executive relationships, recruit and develop a distributed team, and ensure disciplined forecasting and pipeline governance across regions.

Qualifications

• 15+ years quota-carrying enterprise SaaS sales.
• 5+ years front line management leading strategic/account executives.
• Seven-figure, multi-year deals with global enterprises.

Responsibilities

• Embed AI into daily selling, pipeline coaching, and forecasting.
• Co-sell and negotiate multi-million, multi-year enterprise deals.
• Own strategy and revenue for Top 20 Global Customers.
• Lead new logo acquisition with Marketing and GTM Engineers.
• Engage executives at VP/SVP/C-level across customers.
• Recruit, coach and retain a distributed senior sales team.
• Raise qualification standards using MEDDPICC in live deals.
• Deliver data-driven weekly/quarterly forecasts and maintain Salesforce hygiene.
• Collaborate with Solutions, Product, Services and Finance to win large deals.
• Coordinate US and Europe teams to align global strategy.

Skills

SaaS sales

Enterprise sales

Team leadership

Account leadership

MEDDPICC

Challenger selling

Forecasting

Cross-functional collaboration

Tools

Salesforce

Job description

As Regional Vice President (RVP), Strategic Sales at Shippeo, you will lead the team responsible for our most important commercial relationships worldwide. You will directly manage a front line team of Strategic Account Executives based across Europe and the United States, with a dual mandate: growing our Top 20 Global Customers and landing new logos among the world's most recognisable household brands. This is a player-coach role. You will be close to every major deal, actively co-selling and negotiating complex, cross-border agreements, and shaping how the largest shippers in the world transform their supply chains with our platform. It is a cornerstone of our commercial strategy and our next phase of scale.

Please Note: This role is based in our US Headquarters in Chicago. It requires 20-40% international and domestic travel for executive customer meetings, deal closures and team gatherings.

As we operate internationally, we kindly request all candidates to submit their CV in English. Unfortunately, applications submitted in any other language will not be considered.

Contract Type: Full-time

Key Responsibilities:

• AI-Enabled Selling: Embed AI into how the team works day to day, using our deal review, pipeline and coaching agents to sharpen qualification, account planning and forecasting. Set clear expectations for adoption, measure the impact on productivity and win rates, and feed what works back into our wider revenue operations.
• Front Line Deal Leadership: Co-sell and negotiate alongside your team on multi-million, multi-year enterprise agreements, getting personally involved in the most strategic opportunities through to signature.
• Strategic Account Growth: Own the strategy and number for our Top 20 Global Customers, directing account planning that drives net revenue retention, multi-year renewals and expansion across regions, business units and transport modes.
• New Logo Acquisition: Lead a focused, account-based approach to landing Global 500 household brands, working with Marketing and GTM Engineers.
• Executive Engagement: Build trusted relationships at VP, SVP and C-level across supply chain, logistics, procurement and IT within our largest customers and prospects.
• Team Leadership & Development: Recruit, coach and retain a distributed team of senior strategic sellers across time zones, running one consistent operating rhythm of 1:1s, deal reviews and pipeline reviews, and driving a culture of over-performance.
• Sales Discipline & Methodology: Raise the standard of qualification and deal strategy on every opportunity using MEDDPICC, coaching on live deals rather than in theory.
• Forecasting & Pipeline Governance: Deliver an accurate, data-driven weekly and quarterly forecast (ARR, Services, Net Retention), maintain strong pipeline coverage and Salesforce hygiene across all regions, and act early when the numbers move.
• Cross-Functional Alignment: Partner with Solutions Consulting, Product, Professional Services and Finance to win and deliver large deals, and bring customer insight back into the business to shape our roadmap and strategic go-to-market. Work hand in hand with Customer Success on account plans, business reviews and renewals, so expansion and retention run as one motion.
• International Coordination: Act as the link between our US and European commercial teams, removing territorial friction and aligning global account strategy with senior leadership.

Qualifications:

• Experience: 15+ years of quota-carrying enterprise SaaS sales experience, including 5+ years of front line management leading strategic or enterprise account executives.
• Multi-Region Leadership: A proven ability to build, manage and coach high-performing sales teams across both North America and Europe, with a consistent history of team quota attainment.
• Enterprise Scale: A track record of closing and expanding seven-figure, multi-year deals with global enterprises, navigating complex procurement, legal, security and multi-stakeholder governance.
• Methodology: Deep command of enterprise sales frameworks such as MEDDPICC, Challenger or Command of the Message, and the ability to build them into daily deal coaching.
• Executive Presence: Credibility with C-level buyers at global brands, and confidence leading complex commercial negotiations across US and European jurisdictions.
• Operational Rigour: Strong command of pipeline analytics, territory and account planning, and forecasting in Salesforce.
• Adaptability: A proven capacity to thrive in a high-growth, venture-backed environment, building process and structure where it does not yet exist.
• AI Fluency: Hands-on experience using AI tools in a sales leadership context, such as AI-assisted deal reviews, call analysis, account research or forecasting. You are curious about where AI changes the way enterprise sales is done, and can lead a team through that change with practical judgement rather than hype.

Preferred (Not Required):

• Domain Background: Experience selling to supply chain, logistics or procurement buyers, ideally in visibility, TMS or supply chain software, or managing global accounts in CPG, retail, chemical, or manufacturing.
• Additional Languages: Professional proficiency in a major European language such as French, German or Spanish is a valuable asset in our international environment.

Why Join Shippeo?

At Shippeo, you will join a fast-moving company that values ambition, care, delivery, and collaboration. We offer an environment where impact is encouraged, ideas are valued, and development is supported.

What sets us apart:

• Meaningful work with real-world impact in global supply chains.
• A diverse, inclusive, and international team.
• A culture of transparency, feedback, and continuous learning.
• Opportunities for growth, internal mobility, and professional development
• Hybrid work model and flexible policies.

To learn more about our culture and people, visit our Careers section or explore team stories on our social platforms.

Recruitment Process

Our hiring process includes the following steps:

• Preliminary call with a Talent Acquisition Manager
• First interview with the Hiring Manager
• Case study interview
• Final interview with leadership or cross-functional team members

Diversity and Inclusion

At Shippeo, we are committed to fostering a diverse and inclusive workplace. We value the perspectives, experiences, and contributions of individuals from all backgrounds. Our policies, practices, and company culture reflect this commitment to equal opportunity and mutual respect.

If you have specific needs or questions regarding disability inclusion, you may reach out to our dedicated Disability Advisor at [e-mail] for support during the application process.