Product Specialist

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

📋 Description

• Drive the acquisition of new logos across the Commercial Truck, Marine, Equipment, and Recreational vertical markets.

• Manage the entire sales cycle from prospecting and pipeline generation to discovery, demonstration, negotiation, and closing.

• Perform self-sourced outbound prospecting, handle SDR-qualified inbound leads, and pursue channel/referral-sourced opportunities.

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

• Create territory and account-level prospecting strategies.

• Utilize referral networks to pinpoint cross-sell and co-sell opportunities.

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

• Conduct discovery sessions to gain insights into dealership workflows, technology gaps, and performance goals.

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

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

• Create ROI-driven business cases and proposals.

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

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

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

• Represent the iMotor Website brand at industry events, dealer associations, and trade shows.

• Work with Customer Success on post-sale handovers and initial customer engagement.

• Provide competitive insights, objection trends, and prospect feedback to Product, Marketing, Marketplace Sales, and Leadership.

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

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

⛳️ Requirements

• 3–5+ years of quota-carrying SaaS sales experience in a full-cycle Product Specialist or equivalent role.

• Proven track record of consistently meeting or exceeding quota at or above 100%.

• Experience in selling operational or vertical SaaS solutions to SMB and mid-market customers with ACVs ranging from $15K to $75K.

• Strong understanding of consultative selling methodologies (Challenger or similar).

• Demonstrated ability to self-generate pipeline through outbound prospecting and effectively manage inbound and partner-referred leads.

• Exceptional discovery, presentation, and negotiation skills.

• Comfortable presenting to C-suite and ownership-level buyers.

• Proficient in data analysis and CRM discipline.

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

• Familiarity with selling into automotive, powersports, RV, marine, or equipment dealership verticals is preferred.

• Knowledge of Websites, Digital Advertising, CRM platforms, dealership management systems (DMS), or Conversational AI/messaging products is preferred.

• Background in selling within a SaaS portfolio is preferred.

• Experience in channel-assisted or partner co-sell sales environments is preferred.

• Comfort with product-led growth strategies and shorter, transactional deal cycles alongside complex enterprise sales is preferred.

🏝️ Benefits

• An inclusive and supportive work environment.

• Opportunity to join a global collective of digital marketplace businesses (CAR Group).

• Flexible leave options available.

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

• Continuing education opportunities with access to LinkedIn Learning.

• Comprehensive medical, dental, and vision benefits package.

• 401(k) plan with company match.

• Wellness program.