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About the Role
ACV is seeking a resilient and tenacious sales professional to drive new business growth and expand dealer partnerships. This role focuses on increasing ACV's market share by managing the full sales cycle from prospect engagement to conversion into loyal dealer partners. The ideal candidate will treat their territory as their own business, building relationships face-to-face and demonstrating grit and determination.
Responsibilities
- Build and maintain a prioritized prospect list of new franchises and independent rooftops within the assigned territory.
- Execute high-volume outreach through in-person dealership visits, phone engagement, and event presence to develop relationships with decision makers.
- Qualify prospects using ACV's opportunity framework, assessing business volume, current channel mix, key decision-makers, and competitive displacement potential.
- Lead in-person discovery meetings to understand each prospect’s operational and sales work-flow, challenges, and current auction relationships.
- Position ACV's portfolio of products and services against the dealer's current channels using a data-driven case grounded in ACV's value proposition.
- Conduct live in-person platform demos and provide general education on ACV’s operating policies.
- Introduce additional ACV product lines to support a full-service solution.
- Negotiate and close seller agreements, including pricing structure.
- Coordinate with Territory Managers on target accounts, prospect intelligence, and new rooftop activations.
- Accurately record and utilize Salesforce for pipeline management, sales motion, activity tracking, and reporting.
- Achieve or exceed established sales and revenue targets consistently.
- Track, understand, and provide feedback on regional market dynamics and trends.
- Perform other duties as assigned.
Requirements
- 7+ years of B2B field sales experience with a proven track record of opening net-new accounts and driving business expansion.
- 5+ years selling within the automotive industry.
- Proven track record of closing deals with high-level decision makers (Dealer Principals, CEOs, COOs).
- CRM fluency (Salesforce preferred) for pipeline management, planning, and reporting.
- Strong analytic mindset with the ability to use data for decisions and prioritization.
- Comfortable being in the field daily, traveling throughout the geographic area.
- Sharp relationship-building instincts (in person, phone, writing).
- Exceptional business acumen with a solid grasp of the retail and wholesale marketplace.
- Strong strategic foresight, valuing internal and external relationships for long-term success.
- Resilient, solutions-oriented mindset focused on turning objections into opportunities with data-backed insight.
- Experience with a digital wholesale platform (strongly preferred).
- Prior experience in a paired or split field sales model (hunter/farmer, SDR/AE) is preferred.
- Ability to travel outside the assigned geographic area for meetings or training as required.
- Fluency in English (reading, writing, speaking, and comprehension).
- Valid driver's license and use of a validly registered and insured motor vehicle required.
Skills
- B2B field sales
- New account acquisition
- Business expansion
- Automotive industry sales
- Deal closing
- High-level decision maker engagement
- Salesforce
- Data analysis
- Relationship building
- Business acumen
- Strategic thinking
- Solutions-oriented
- Digital wholesale platforms
- Field sales models
Location
- Territory-based
Work Type
- Field sales
- Full-time
Experience Level
- Senior
Salary/Compensations
- 100% uncapped variable incentive target
Benefits
- Multiple medical plans
- Company-sponsored Short-Term Disability, Long-Term Disability, and Life Insurance
- Optional Dental, Vision, Supplemental Life/AD&D, Legal/ID Protection, and Accident and Critical Illness Insurance
- Generous paid time off (uncapped vacation, sick days, holidays, floating holidays)
- Parental leave
- Bereavement leave
- Jury duty leave
- Voting leave
- Employee Stock Purchase Program
- 401(k) retirement planning
About the Company
- ACV is a technology company that has revolutionized the automotive industry by transforming how dealers buy and sell cars online.
- ACV Auctions Inc. uses innovation and user-designed, data-driven applications and solutions to build the most trusted and efficient digital marketplace.
- The company provides data solutions for sourcing, selling, and managing used vehicles with transparency and comprehensive insights.
- ACV is a disruptor in the automotive industry.
Equal Opportunity
- ACV is committed to an inclusive culture where every individual is welcomed and empowered.
- ACV fosters a work environment of acceptance and understanding that is free from discrimination.
- ACV is an equal opportunity employer regardless of sex, race, creed, color, religion, marital status, national origin, age, pregnancy, sexual orientation, gender, gender identity, gender expression, genetic information, disability, military status, status as a veteran, or any other protected characteristic.
- ACV considers qualified applicants regardless of criminal histories, consistent with legal requirements.
- ACV provides reasonable accommodation for individuals with disabilities or special needs.