Regional Vice President (Los Angeles)

About Team / Role

The Regional Vice President (RVP) of WEX Health & Benefits is responsible for leading, developing, and accelerating the performance of a team of Regional Sales Directors across an assigned geographic region. The RVP is accountable for regional revenue growth, new business production, market expansion, sales strategy, talent development, and the overall performance of the regional sales organization.

The RVP establishes a high-performance sales culture built on accountability, collaboration, coaching, customer-centricity, and consistent execution. This leader translates the broader WEX Health & Benefits strategy into a clear regional sales plan and ensures Regional Sales Directors have the strategy, resources, coaching, and support needed to achieve and exceed their goals.

The ideal candidate is a proven sales leader and people developer with a strong understanding of the Health & Benefits marketplace and the broker, consultant, referral partner, and employer ecosystem. This leader must be equally effective at developing executive relationships, coaching sales professionals, analyzing business performance, and driving strategic growth.

The RVP serves as a senior representative of WEX Health & Benefits and maintains a strong field presence throughout the assigned region. The role requires regular travel alongside Regional Sales Directors to support sales execution, develop talent, strengthen strategic relationships, and identify opportunities to expand WEX’s market presence.. The RVP must reside within the assigned geographic region.

How You'll Make an Impact

Regional Strategy & Revenue Growth

• Own the regional sales strategy and revenue performance, with accountability for annual new business, revenue, and growth objectives.
• Translate WEX Health & Benefits’ broader strategy into a clear, actionable regional go-to-market plan with defined priorities and expectations for each Regional Sales Director.
• Identify and pursue opportunities to increase market share, expand strategic relationships, penetrate new markets, and grow adoption across the full H&B product portfolio.
• Analyze market trends, competitive activity, industry dynamics, and regional performance to adjust strategy and prioritize growth opportunities.
• Partner with senior leadership to develop business plans, forecasts, and growth strategies focused on the region’s highest-value opportunities and accounts.
• Ensure a healthy, diversified, and actionable regional pipeline with consistent opportunity generation, progression, and revenue production.

Sales Leadership, Performance & Talent Development

• Lead, coach, and develop Regional Sales Directors to consistently achieve and exceed sales objectives.
• Establish clear expectations for activity, pipeline generation, opportunity progression, forecasting, revenue production, relationship development, and overall performance.
• Conduct regular business reviews and coaching sessions to assess performance, remove obstacles, improve sales effectiveness, and establish action plans.
• Hold team members accountable for results while providing the resources, strategic support, and development needed for success.
• Identify performance gaps early and implement appropriate development and accountability plans.
• Recruit, hire, onboard, retain, and develop high-performing Regional Sales Directors.
• Build succession plans, develop high-potential talent, and establish development paths that prepare future sales leaders.
• Foster a culture of continuous learning, feedback, ownership, collaboration, and professional growth.

Regional Field Leadership & Market Presence

• Spend meaningful time in the field providing hands-on coaching, deal strategy, training, and leadership support during client, broker, consultant, partner, and prospect meetings.
• Demonstrate a willingness and ability to travel extensively throughout the assigned region based on business needs (min expectation of 2 times per month).
• Reside within the assigned geographic region to ensure proximity to the team, customers, brokers, consultants, and strategic partners.
• Build and strengthen relationships with brokers, consultants, referral partners, employers, industry influencers, and other strategic partners.
• Personally engage key market influencers and strategic partners to strengthen WEX’s presence, credibility, and market position.
• Participate in key customer meetings, finalist presentations, industry events, conferences, broker meetings, and strategic customer engagements as an executive representative of WEX Health & Benefits.
• Partner with Regional Sales Directors on travel strategies that maximize face-to-face engagement with high-value relationships and growth opportunities.

Broker, Consultant & Strategic Partner Relationships

• Develop and maintain executive-level relationships with key brokers, consultants, referral partners, employers, and industry influencers.
• Serve as an executive escalation point and strategic relationship leader for key partners, strategic accounts, and high-value opportunities.
• Strengthen WEX’s position as a preferred partner by deepening strategic relationships and creating broader regional partnerships.
• Partner with Regional Sales Directors on complex sales cycles, strategic accounts, finalist presentations, negotiations, and other high-value opportunities.
• Leverage executive relationships to open doors, create opportunities, and accelerate strategic growth across the broader WEX H&B organization.

Sales Execution & Operating Discipline

• Establish a consistent regional sales operating cadence, including pipeline reviews, forecasting, business reviews, coaching, and performance management.
• Ensure Regional Sales Directors maintain accurate and timely Salesforce activity, pipeline, opportunity, and forecast information, using Salesforce as the system of record.
• Use data and analytics to identify trends, risks, and opportunities; maintain accurate forecasts and proactively communicate material changes to senior leadership.
• Align sales resources to the highest-value opportunities and promote consistent sales processes, methodologies, and best practices.
• Establish clear performance metrics and use data to drive accountability, decision-making, and continuous improvement.
• Identify and scale successful approaches and best practices across the region and broader organization.

Cross-Functional Leadership

• Build strong partnerships with Marketing, Product, Operations, Implementation, Client Success, Sales Operations, Finance, and other supporting functions.
• Align internal resources around strategic opportunities to win and retain business.
• Advocate for the needs of the regional sales organization and customers while balancing broader WEX priorities.
• Represent the voice of the field in organizational planning and decision-making.
• Collaborate with other sales leaders to share best practices, remove barriers, and drive consistency across the business.

Leadership Behaviors & Culture

• Lead with emotional intelligence, integrity, professionalism, self-awareness, sound judgment, and composure.
• Create a high-performance culture that balances results, accountability, collaboration, coaching, and employee development.
• Model expected behaviors and provide direct, timely, respectful, and actionable feedback.
• Create an environment where people are challenged, supported, accountable, and committed to continuous improvement.
• Promote teamwork across territories, recognize individual strengths, and act as a role model for customer-centricity, ethical business practices, and a strong competitive spirit.

Compliance & Other Responsibilities

• Adhere to all WEX security, compliance, privacy, and company policies.
• Maintain confidentiality when handling sensitive customer, employee, partner, and company information.
• Ensure the sales organization operates in accordance with WEX policies and applicable laws and regulations.
• Complete all other duties and responsibilities as assigned.

Experience You'll Bring

Required Qualifications

• 5+ years of progressive sales experience, including demonstrated sales leadership and people-management experience.
• Proven track record of building and leading high-performing sales teams and achieving or exceeding revenue and sales objectives.
• Experience managing a multi-territory or regional sales organization.
• Strong understanding of consultative, relationship-based B2B sales and demonstrated success working with brokers, consultants, referral partners, employers, and/or other strategic stakeholders.
• Proven ability to coach sales professionals and improve individual and team performance.
• Strong business acumen and ability to translate data and market insights into actionable sales strategies.
• Exceptional executive presence, communication, presentation, negotiation, and relationship-building skills.
• Strong forecasting, pipeline management, and CRM discipline.
• Demonstrated ability to recruit, develop, retain, and motivate high-performing sales talent.
• Ability and willingness to travel extensively throughout the assigned region.
• Must reside within the assigned geographic region.

Preferred Qualifications

• Bachelor’s degree preferred.
• Experience in Health & Benefits, employee benefits, SaaS, healthcare technology, financial services, or a related industry.
• Experience selling through a broker, consultant, channel, or referral-partner ecosystem.
• Experience leading a geographically dispersed sales organization.
• Experience selling a multi-product portfolio.
• Experience leading organizational change, sales transformation, or significant growth initiatives.

What Success Looks Like

The successful Regional Vice President will:

• Build and lead a high-performing sales organization that consistently delivers results and achieves or exceeds regional revenue and new business objectives.
• Develop Regional Sales Directors who are accountable, motivated, continuously improving, and capable of driving sustained performance.
• Build a strong, diversified, and sustainable sales pipeline while creating consistency in sales execution, forecasting, pipeline management, and operating cadence.
• Promote daily networking to develop strong executive relationships with brokers, consultants, employers, and strategic partners that create opportunities across the broader WEX H&B organization.
• Increase WEX market share and penetration across the full Health & Benefits product portfolio.
• Develop, retain, and advance top sales talent while building a strong leadership bench.
• Identify and scale successful sales strategies and best practices across the region.
• Create strong internal advocacy and cross-functional alignment around strategic opportunities and serve as an effective bridge between the field and WEX senior leadership.
• Maintain a visible and influential presence throughout the assigned market through regular field leadership and executive engagement.
• Make the team better through coaching, development, strategic support, and hands-on field leadership.
• Represent WEX Health & Benefits as a trusted, credible, and strategic leader in the marketplace.
• Lead with energy, integrity, emotional intelligence, accountability, competitive spirit, and a growth mindset.

The base pay range represents the anticipated low and high end of the pay range for this position. Actual pay rates will vary and will be based on various factors, such as your qualifications, skills, competencies, and proficiency for the role. Base pay is one component of WEX's total compensation package. Most sales positions are eligible for commission under the terms of an applicable plan. Non-sales roles are typically eligible for a quarterly or annual bonus based on their role and applicable plan. WEX's comprehensive and market competitive benefits are designed to support your personal and professional well-being. Benefits include health, dental and vision insurances, retirement savings plan, paid time off, health savings account, flexible spending accounts, life insurance, disability insurance, tuition reimbursement, and more. For more information, check out the "About Us" section.Pay Range: $140,000.00 - $169,500.00