OPENLANE

Account Executive

• Act as the main point of contact for dealerships within the assigned book of business and drive growth by understanding customer business needs
• Maintain communication with all departments and act cross-organizationally to ensure stakeholder satisfaction and issue resolution
• Develop and maintain competitive knowledge and expertise in products, industry trends, and other developments
• Understand and react to the competitive landscape
• Document research and customer interactions in the CRM to ensure product and service reliability
• Track daily, weekly, and monthly call activity and performance measurements against goals and sales targets using CRM software
• Meet or exceed goals and KPIs
• Coach customers on best practices and empower them to thrive within the marketplace through personalized guidance and support
• Support and cultivate customer retention and acquire new accounts in the assigned territory
• Serve as the personal liaison for dealerships within a dedicated region
• Facilitate an exceptional customer experience and drive user adoption of OPENLANE’s digital used-vehicle marketplace

Independent Account Executive – EST

Operations

• Lead, coach, and mentor a team of Regional Operations Managers and be accountable for the inspection team’s Objectives and Key Results
• Ensure floor plan audit and vehicle or facility inspection policies, processes, procedures, and tools are understood and followed to meet regional SLAs and targets
• Fuel sales growth by fostering customer relationships with dealers and the OPENLANE sales team
• Assist with hiring contractor and full-time inspectors within assigned regions
• Collaborate with Marketplace and Commercial Sales leadership on inspection needs, growth forecasting, scheduling, and regional success
• Coordinate with the scheduling team to complete assignments on time and use inspection resources efficiently
• Train inspectors on OPENLANE applications, inspection processes, and job functionality
• Complete VOC and eNPS customer feedback calls as necessary
• Use data to identify inspector trends, understand capacity, improve quality, increase consistency, and track metrics
• Serve as a point of contact for contractors and inspectors regarding compensation, task assignments, process updates, and application questions
• Communicate with departments regarding inspection feedback and questions
• Work with sales, product, quality, and arbitrations leadership to ensure regional success
• Participate in creating, validating, and reviewing training programs
• Work in the field alongside Regional Operations Managers and inspectors to ensure quality standards and train new inspectors
• Use multiple communication tools within OPENLANE
• Serve as a reserve inspector for new markets and regional inspection capacity gaps

Senior Regional Operations Manager

• Lead, coach, and mentor a team of Regional Operations Managers and be accountable for the inspection team’s Objectives and Key Results
• Ensure policies, processes, procedures, and tools for floor plan audits and vehicle or facility inspections are understood and followed to meet regional SLAs and targets
• Foster customer relationships with dealers and the OPENLANE sales team to support sales growth
• Assist in hiring contractor and full-time inspectors within assigned regions
• Collaborate with Marketplace and Commercial Sales leadership on inspection needs, growth forecasting, scheduling, and regional success
• Coordinate with the scheduling team to complete assignments on time and use inspection resources efficiently
• Train inspectors on OPENLANE applications, inspection processes, and job functionality
• Complete VOC and eNPS customer feedback calls as necessary
• Use data to identify inspector trends, understand capacity, improve quality, and increase consistency
• Serve as a point of contact for contractor and inspector needs, including compensation, task assignments, process updates, and app questions
• Communicate with departments regarding inspection feedback and questions
• Work with sales, product, quality, and arbitrations leadership to ensure regional success
• Participate in creating, validating, and reviewing training programs
• Work in the field alongside Regional Operations Managers and inspectors to ensure quality standards and train new inspectors
• Use multiple communication tools within OPENLANE
• Serve as a reserve inspector for new markets and inspection capacity gaps within the region

• Identify, approach, and connect with dealerships for business development and portfolio expansion
• Serve as the main point of contact for clients within an assigned book of business
• Facilitate communication across departments to provide efficient solutions to client issues
• Develop and maintain knowledge of products, industry trends, and other developments
• Understand and react to the competitive landscape
• Document customer interactions and maintain accurate CRM records
• Adapt to changing priorities and support unexpected situations
• Accommodate client needs, including travel within the assigned book of business
• Lead acquisition efforts, meet with key accounts, facilitate regional conferences, and coach best practices
• Provide customers with tools and information to use OPENLANE software successfully
• Build growing and profitable long-term relationships with key accounts

Key Account Executive

Sales

• Provide strategic leadership and execution across multiple markets and teams
• Lead, mentor, and inspire Market Sales Directors to exceed sales targets
• Develop and implement data-driven market strategies aligned with growth objectives
• Build relationships with key stakeholders and franchise customers
• Partner with Marketing, Product Development, and Operations on sales strategies and customer experience
• Identify new market opportunities and create entry strategies
• Establish a high-performance culture through goals, coaching, feedback, and recognition
• Lead MSM teams and communicate individual and team performance expectations
• Provide coaching, sales training, and performance feedback through sales calls and related activities
• Create sales strategies tied to business targets and set territory/market performance expectations
• Hold teams accountable for assigned metrics
• Forecast sales against market budget
• Analyze current market conditions and trends
• Develop regional strategies with the Vice President of Dealer Sales
• Partner on go-to-market strategies, sales, and promotions
• Lead new market launches, including hiring, market analysis, and execution
• Provide mentorship, coaching, and skill-development opportunities
• Foster collaboration and a strong culture of team selling
• Hire, onboard, and develop salespeople to meet market goals

Regional Sales Director – Southeast US

• Align internal and external stakeholders, ensuring commitment to objectives and successful outcomes
• Serve as a central point of contact between internal and external resources
• Foster shared understanding and collaboration while providing product expertise and technical support to customers
• Monitor and measure performance and sales for assigned territories
• Intervene and resolve issues affecting performance and customer satisfaction
• Understand stakeholders' business objectives, forecasts, and performance metrics
• Align technology and processes to stakeholder needs and grow collective businesses
• Work closely with operational resources to resolve issues promptly
• Maintain strong communication with stakeholders
• Provide education and support on program features and enhancements
• Coach customers on best practices through personalized guidance and support
• Partner with outside sales counterparts to engage, support, and grow the customer base

Franchise Account Executive

• Identify, approach, and connect with dealerships for business development and portfolio expansion
• Cultivate and maintain strong dealership relationships through regular visits, phone calls, and account performance reviews
• Understand dealers’ needs through fact-finding, regular follow-ups, and learning their businesses
• Execute targeted sales campaigns and product demonstrations
• Solve problems and provide inventory solutions through primary and ancillary product offerings
• Use data analytics to optimize sales strategies and market penetration
• Collaborate with dealer clients, sales teams, internal stakeholders, marketing teams, and senior management
• Report to the Market Sales Director

Market Sales Manager

Revenue Operations

• Partner with RevOps leadership to identify growth opportunities, churn risks, and operational bottlenecks
• Translate business questions into analytical frameworks
• Query large-scale datasets in Snowflake using advanced SQL to build robust data models that serve as the "single source of truth" for revenue metrics and Domo, ensuring data is intuitive, real-time, and actionable
• Utilize Google Sheets and Pivot Tables for rapid-response ad-hoc analysis, financial modeling, and data validation
• Act as a consultant to department heads, providing data-backed recommendations on territory planning, quota setting, and marketing attribution
• Ensure high standards of data hygiene across the revenue tech stack, identifying and resolving discrepancies between systems
• Design and maintain sophisticated executive dashboards in Looker

Independent Account Executive – EST

Senior Regional Operations Manager

Senior Regional Operations Manager

Key Account Executive

Regional Sales Director – Southeast US

Franchise Account Executive

Market Sales Manager

Strategic Analyst, Revenue Operations