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
- OPENLANE seeks a driven and strategic Institutional Sales Director to join our expanding team. This new role is critical to launching our dedicated Institutional Sales segment, focused on remarketing vehicles directly from fleet operators, rental companies, and financial institutions.
- You’ll play a pivotal role in identifying new clients, nurturing high-potential relationships, and delivering a high-impact proof of concept for this growth initiative.
- You will report directly to the VP of Business Development and work in close partnership with Program Management, Marketing, and Analytics to build a scalable and profitable business pipeline.
- You are: Relationship Builder, Institutional Market Savvy, Strategic & Data-Informed, Agile & Entrepreneurial, Resilient & Results-Oriented, Collaborative.
- You Will: Prospect, qualify, and close new institutional clients, develop outbound campaigns, manage pipeline, represent OPENLANE at industry conferences, collaborate with internal teams, contribute to scalable playbooks and sales strategy.
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
- Experience with credit unions, repo recovery agencies, rental, or fleet lease remarketing
- Familiarity with integration and onboarding processes in vehicle remarketing platforms
- Background in working with sales enablement tools, CRM systems, and analytics platforms
