Regional Vice President (RVP) Unregulated Enterprise Sales

About Copado

Copado is the #1 DevOps Platform for Salesforce and the Cloud. We harness the power of Artificial Intelligence infused into our native CI/CD and Robotic Testing platforms to drive digital transformation for 1,000+ of the most innovative brands on the planet — from Coca-Cola to eBay to Volkswagen. Our Intelligent DevOps Platform for Salesforce unites non-technical admins and pro-code developers on the same system and empowers enterprises to scale end-to-end software delivery across multi-cloud environments.

The impact on your business? 20X faster releases, 94% fewer production bugs and 46% more Salesforce ROI. The impact on your team? No more late nights, weekend war rooms or stressful release days.

Summary

The RVP, Unregulated Enterprise Sales will be responsible for leading a strategic sales organization focused on landing and expanding Copado's presence within large, complex enterprise accounts across unregulated industries in North America. This role will drive multi-million dollar ACV growth through consultative, value-based selling, executive relationship building, and orchestration of complex, multi-threaded sales cycles. The RVP will work closely with Sales Engineering, Customer Success, Product, Marketing, and Executive Leadership to execute enterprise-level go-to-market strategies and build a culture of strategic excellence, operational rigor, and customer value creation.

Key Responsibilities

Sales Leadership & Enterprise Strategy

• Lead, coach, and develop a team of 6-8 Strategic/Enterprise Account Executives managing high-value accounts across North America
• Own regional sales forecasting, pipeline management, and quota attainment for the Unregulated Enterprise segment
• Drive execution of enterprise go-to-market strategies focused on landing Fortune 1000 and Global 2000 accounts
• Champion complex, multi-year strategic deals involving C-suite engagement, business case development, and executive sponsorship
• Adopt and reinforce Copado's enterprise sales playbooks, MEDDPICC methodology, and value-selling frameworks across the team
• Ensure rigorous sales discipline: accurate forecasting, comprehensive Salesforce opportunity management, command plan development, and stakeholder mapping
• Personally engage in strategic accounts to drive executive alignment, negotiate complex agreements, and close transformational deals

Strategic Relationship Building & Executive Engagement

• Build and maintain C-level relationships with customers, prospects, and strategic partners
• Lead enterprise buying committees through complex evaluation and procurement processes
• Orchestrate proof-of-value engagements, executive briefings, and business value assessments
• Navigate enterprise procurement, legal, security, and compliance requirements
• Partner with Product and Engineering teams to influence roadmap based on enterprise customer needs
• Represent Copado at industry events, executive forums, and customer advisory boards

Collaboration & Cross-Functional Orchestration

• Partner with Solutions Engineering leaders to ensure technical alignment and successful proof-of-concepts
• Collaborate with Customer Success on enterprise account planning, expansion strategies, and executive business reviews
• Work closely with Alliances, GSIs, and strategic partners to drive indirect channel revenue and co-sell opportunities
• Align with Marketing on account-based marketing (ABM) strategies targeting key enterprise accounts and verticals
• Coordinate with Legal, Finance, and Security teams to facilitate complex contract negotiations and enterprise agreements
• Maintain strong alignment with Product Management to communicate enterprise requirements and influence platform strategy

Operational & Talent Excellence

• Recruit, develop, and retain elite enterprise sales talent with proven track records in complex B2B SaaS
• Implement performance management frameworks including KPIs, pipeline metrics, win/loss analysis, and coaching plans
• Build a culture of strategic thinking, consultative selling, and customer-centricity
• Conduct structured 1:1s, deal reviews, QBRs, and ongoing enablement to drive team excellence
• Report on performance metrics, deal progression, and market insights to executive leadership
• Drive continuous improvement through win/loss analysis, sales process optimization, and methodology refinement

Qualifications

• 10+ years of experience in enterprise B2B SaaS sales with at least 5 years leading quota-carrying enterprise sales teams
• Proven track record of consistently exceeding quota in enterprise sales environments with average deal sizes of $250K-$1M+ ACV
• Deep expertise selling into unregulated industries (Technology, Retail, Manufacturing, Consumer Goods, etc.)
• Strong understanding of the Salesforce ecosystem and enterprise DevOps/cloud transformation landscape
• Demonstrated success navigating complex, multi-stakeholder sales cycles with 6-12+ month timeframes
• Expert-level proficiency with MEDDPICC, strategic account planning, and value-based selling methodologies
• Experience with enterprise procurement processes, including RFPs, security reviews, and legal negotiations
• Exceptional executive presence with the ability to engage confidently with C-suite and board-level stakeholders
• Data-driven decision maker with strong analytical skills and business acumen
• Excellent communication, negotiation, and coaching capabilities

Who You Are

• Strategic thinker who can balance long-term account planning with tactical execution
• Player-coach mentality — willing to roll up your sleeves and work strategic deals alongside your team
• Enterprise sales expert with deep experience in consultative, value-based selling
• Exceptional leader who builds, coaches, and scales high-performing enterprise sales teams
• Highly adaptable and comfortable operating in a high-growth, fast-paced environment
• Collaborative partner who excels in cross-functional and multicultural settings
• Customer-obsessed with a relentless focus on delivering business value and building long-term relationships
• Results-driven with a proven track record of quota attainment and revenue growth