Regional Sales Manager — Sales, Business Development & Client Relationships

VendrNova is looking for a Regional Sales Manager to drive new-logo acquisition, build a disciplined sales pipeline, manage enterprise SaaS opportunities, and expand strategic client relationships across procurement technology and enterprise workflow markets.

The role combines new-business focus, enterprise selling maturity, CXO-level communication, territory and account planning, and strong execution discipline. The Regional Sales Manager works with solution consulting, marketing, delivery, Platform, legal, finance, and leadership to convert qualified opportunities into revenue while protecting delivery practicality and long-term client trust.

Own enterprise SaaS revenue growth, new-logo acquisition, full-cycle opportunity management, executive relationships, forecasting, and account expansion.

New business and revenue ownership

• Own subscription-revenue objectives and the disciplined activity required to pursue them.
• Identify, prospect, qualify, and progress opportunities across priority enterprise sectors.
• Build pipeline through approved outbound, partner, event, inbound, network, and leadership-introduction channels.
• Manage the enterprise sales cycle from discovery and qualification through solutioning, proposal, negotiation, closure, and handoff.
• Build territory and account plans covering target accounts, buyer roles, outreach, opportunity stages, risks, and priorities.

Executive engagement and account expansion

• Engage senior stakeholders across procurement, finance, IT, operations, and business leadership.
• Map buying committees, decision criteria, commercial process, stakeholders, and next actions.
• Maintain relationship continuity from early engagement through closure and approved post-sale expansion.
• Identify qualified renewal, cross-sell, upsell, and expansion opportunities in collaboration with customer and delivery owners.
• Protect trust through accurate communication and clean handoffs.

Go-to-market execution

• Shape value propositions, ROI narratives, competitive positioning, and executive business cases grounded in approved claims.
• Collaborate on account-based campaigns, events, webinars, and industry outreach.
• Represent VendrNova at approved industry forums and partner opportunities.
• Bring buyer objections, pricing observations, market intelligence, and customer context to leadership and Platform teams.
• Contribute to talk tracks, objection handling, proposals, and reusable customer-facing assets.

Forecasting, qualification, and commercial governance

• Maintain accurate CRM stages, next steps, deal notes, stakeholder maps, close plans, risks, and forecast updates.
• Qualify opportunities through documented decision criteria, buying process, risk, timing, and action plans.
• Coordinate solution consulting, legal, finance, delivery, Platform, and leadership inputs.
• Support RFP and RFI responses, demonstrations, proposals, commercial discussions, contracts, negotiation, and executive follow-up.
• Escalate blockers early and avoid commitments that create unsupported Platform or delivery risk.

• A well-qualified pipeline is maintained with accurate CRM records and useful forecast visibility.
• Territory and account plans focus effort on credible opportunities and buying groups.
• Prospects experience a consultative, responsive, and business-value-focused sales process.

• Closed opportunities transfer with clear scope, expectations, responsibilities, and delivery context.

• Eight to twelve years of experience in B2B SaaS, enterprise software, technology sales, business development, or strategic account sales.
• At least five years in a senior individual-contributor, regional sales, enterprise sales, or sales-leadership role.
• Experience selling procurement, supply chain, ERP, finance, workflow, or enterprise SaaS solutions to mid-market or enterprise clients.
• Demonstrated record of meeting or exceeding annual revenue objectives, preferably $1M+ in annual recurring revenue or comparable enterprise SaaS targets.
• Strong enterprise discovery, consultative selling, negotiation, pipeline management, forecasting, and CRM discipline.
• Ability to engage senior stakeholders, build business cases, lead commercial conversations, and navigate complex buying groups.

• eProcurement, Source-to-Pay, Procure-to-Pay, sourcing, supplier management, contract management, ERP, supply chain, or finance technology.
• Familiarity with enterprise procurement and ERP environments such as Coupa, SAP Ariba, JAGGAER, GEP, Zycus, Ivalua, Oracle, SAP, or comparable platforms.
• Established relationships across procurement, finance, IT, operations, or enterprise business leadership.
• Exposure to Indian, APAC, or global enterprise buying cycles.
• MEDDIC, Challenger, SPIN, value selling, or account-based selling.
• Growth-stage SaaS, consulting-led sales, or transformation-focused environments.
• MBA in marketing, sales, or a related field is preferred; engineering education is useful for technology-led selling.

• Strong commercial judgment and rigorous qualification.
• Executive communication that connects Platform capability to business value without overstating outcomes.
• Self-directed, resilient, organized, and accountable for targets and follow-through.
• Collaborative across solution consulting, marketing, delivery, legal, finance, Platform, and leadership.
• Data-informed in pipeline, forecast, account plans, and commercial risk.
• High standards for client trust, sales integrity, and long-term relationships.

Own enterprise SaaS revenue growth, new-logo acquisition, full-cycle opportunity management, executive relationships, forecasting, and account expansion.

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