Regional Vice President (RVP), SMB & Commercial Sales
Location: North America
Reports To: CRO
Department: Revenue
About Copado
Copado is the #1 DevOps Platform for Salesforce and the Cloud. We harness the power of native CI/CD and Robotic Testing to drive digital transformation for 1,000+ of the most innovative brands on the planet — from Coca-Cola to eBay to Volkswagen. Our low-code platform 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, SMB & Commercial Sales will be responsible for leading a high-performing team of Account Executives focused on the small-to-mid-sized customer segment across North America. This role will drive strategic pipeline development, execution, and operational excellence to grow ACV through both net new customer acquisition and expansion of existing accounts. The RVP will work closely with Marketing, BDRs, Sales Operations, Partners, and Customer Success to execute on Copado’s growth goals and help scale a culture of accountability, excellence, and enablement.
Key Responsibilities
Sales Leadership & Strategy
- Lead, coach, and develop a team of 11+ SMB and Commercial AEs across North America.
- Own regional sales forecasting, pipeline management, and quota attainment
- for the SMB & Commercial segment.
- Drive execution of go-to-market strategies to land and expand customers within the segment.
- Adopt and reinforce Copado’s sales playbooks and MEDDPICC methodology across the team.
- Ensure consistent execution of sales hygiene: accurate forecasting, Salesforce opportunity management, and Gong/Outreach engagement.
Collaboration & Cross-Functional Enablement
- Partner with Sales Engineering, BDRs, Partner Managers, and Renewals to drive predictable pipeline coverage and close rates.
- Collaborate with Marketing on demand generation strategies aligned to key verticals and regions.
- Work with Alliances and GSIs to drive indirect channel revenue and increase average deal size.
- Maintain strong alignment with Customer Success to ensure long-term account growth and retention.
Operational & Talent Excellence
- Recruit, onboard, and develop top-performing AEs to support career progression and a strong internal talent pipeline.
- Utilize performance management frameworks (including KPIs, SAOs, pipeline coverage, coaching plans) to ensure team accountability.
- Reinforce a culture of transparency, trust, and high performance through structured 1:1s and team enablement.
- Report on performance metrics regularly and drive insights-based optimizations across the sales motion.
Qualifications
8+ years of experience in SaaS sales with at least 3 years leading a quota-carrying team.
- Proven success leading SMB or Commercial teams in high-growth B2B SaaS environments.
- Deep understanding of the Salesforce ecosystem and DevOps landscape strongly preferred.
- Expertise with MEDDPICC, pipeline development frameworks, and Salesforce CRM.
- Excellent communication and executive presence, with the ability to coach others.
- Data-driven mindset and ability to drive performance with clarity and empathy.
Who You Are
- Passionate about building, coaching, and scaling high-performing teams.
- Hands-on leader who can shift between strategic planning and tactical execution.
- Adaptable and proactive in a high-growth, fast-paced environment.
- Strong collaborator who thrives in cross-functional and multicultural settings.
- Customer-obsessed and relentless in pursuit of revenue and value creation.
Additional Information
- FLSA Status: Exempt
- Travel Requirements: ~25%
- Working Conditions: Remote-first with option to work in regional hubs or field offices
