RVP Strategic Sales

Company Description Founded in 2014, Shippeo is a leading European SaaS company transforming supply chain visibility. With a global presence and multicultural team of 27 nationalities operating across Europe, North America, and Asia, we offer real-time multimodal transportation visibility to top industry leaders across various sectors.
Our ambition is to become the world's leading supply chain data platform, using predictive AI, high-quality real-time data, and a robust partner network to enhance customer experience and operational excellence.

Learn more about our mission and values on our website:  Description As 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 Function:
Sales Leadership - Strategic Accounts

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,…