Product Specialist

This is a fully remote position, open to applicants in North America.

📋 Description

• Lead the acquisition of new logos within the Commercial Truck, Marine, Equipment, and Recreational sectors.

• Manage the entire sales process from prospecting and generating a pipeline to discovery, demonstrations, negotiation, and closing deals.

• Market Conversational AI solutions to dealership groups and operators.

• Perform self-sourced outbound activities, handle SDR-qualified inbound leads, and engage in channel/referral-based prospecting.

• Maintain a minimum pipeline coverage ratio of 3x against the quota.

• Create prospecting plans at both the territory and account levels.

• Utilize referral networks to uncover cross-selling and co-selling opportunities.

• Collaborate with SDRs to enhance messaging, qualify inbound interest, and convert MQLs to SQLs.

• Conduct discovery sessions to identify dealership workflows, technology gaps, and performance goals.

• Provide customized product demonstrations to dealership operators, GMs, and ownership groups.

• Foster relationships with economic buyers, champions, and end users.

• Develop ROI-driven business cases and proposals.

• Oversee deal progression in CRM with precise forecasting, stage discipline, and pipeline management.

• Cultivate relationships with referral partners, OEM contacts, and other Trader Interactive business units.

• Organize joint pipeline reviews, co-selling strategies, and shared account plans with channel partners.

• Represent Matador at industry events, dealer associations, and trade shows.

• Provide competitive intelligence, objection patterns, and prospect feedback to Product, Marketing, Marketplace Sales, and Leadership teams.

• Assist with beta launches, product releases, and vertical-specific marketing initiatives.

• Collaborate with Marketing to enhance ICP targeting, messaging, and campaign effectiveness.

⛳️ Requirements

• 3–5+ years of experience in a quota-carrying SaaS sales role as an Account Executive or similar position.

• Proven history of consistently meeting or exceeding quota by 100% or more.

• Experience selling operational or vertical SaaS solutions to SMB and mid-market clients with ACVs between $15K and $75K.

• Strong understanding of consultative selling methodologies such as Challenger or similar approaches.

• Demonstrated capability to self-generate a pipeline through outbound prospecting as well as managing inbound and partner-referred leads.

• Exceptional skills in discovery, presentation, and negotiation, with the ability to engage C-suite and ownership-level buyers comfortably.

• Proficient in data analysis and disciplined in CRM usage.

• Experience maintaining an accurate pipeline in Salesforce, HubSpot, or similar platforms.

• Familiarity with selling into automotive, powersports, RV, marine, or equipment dealership sectors is advantageous.

• Knowledge of CRM platforms, dealership management systems (DMS), or Conversational AI/messaging products is a plus.

• Background in selling within a SaaS portfolio is beneficial.

• Experience in a channel-assisted or partner co-sell sales environment is a plus.

• Comfort with product-led growth strategies and shorter, transactional deal cycles in addition to complex enterprise sales is an asset.

🏝️ Benefits

• An inclusive and supportive workplace culture.

• Flexible leave options available.

• Up to 31 days of paid time off during the first year.

• Opportunities for continuing education with access to LinkedIn Learning.

• Comprehensive benefits package that includes medical, dental, and vision coverage.

• 401K plan with company matching contributions.

• Wellness program offerings.

• Chance to be part of a global network of digital marketplace businesses.

• Potential opportunities to work in markets across Australia, Brazil, Chile, and South Korea.