Institutional Sales Director
OPENLANE
Institutional Sales Director
OPENLANE
full-time
Posted on:
Origin: • 🇺🇸 United States
Visit company websiteSalary
💰 $100,000 - $120,000 per year
Job Level
Lead
About the role
- At OPENLANE we make wholesale easy so our customers can be more successful.
- This is a fully remote position requiring in-field travel.
- Prospect, qualify, and close new institutional clients, focusing on rental, fleet, and repossession remarketing.
- Develop and execute outbound sales campaigns to penetrate mid-sized institutional vehicle sellers.
- Own and manage a pipeline that drives toward exceeding 150 vehicle units per month in sales volume.
- Represent OPENLANE at key industry conferences (e.g., NAFA, AFLA) to build brand awareness and acquire leads.
- Collaborate with internal teams including Program Management, Data Science, and Marketing to onboard and grow customer accounts.
- Contribute to the development of a scalable playbook and sales strategy for future expansion of the Institutional Sales department.
Requirements
- 5+ years of B2B sales experience in automotive, fleet management, remarketing, or rental industries
- Demonstrated success in building and closing a B2B pipeline with monthly unit sales targets
- Excellent communication and consultative selling skills with VP and Director-level stakeholders
- Willingness to travel up to 60-80% to attend conferences and meet with prospects
- Comfort working in a newly created role and helping define processes, tools, and KPIs
