Vice President of Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the direct sales team to meet new business revenue and booking objectives.

• Formulate and implement sales strategies for individual dealerships, dealer groups, and large multi-location organizations across the United States.

• Set sales goals, define territories, establish quotas, and outline performance expectations.

• Develop a consistent and scalable sales process to enhance productivity, conversion rates, and overall sales performance.

• Keep precise sales forecasts and provide regular updates to executive leadership.

• Personally engage in strategic opportunities and assist in closing significant deals.

• Strengthen relationships with existing dealership clients by offering additional products and services.

• Lead, coach, recruit, hire, retain, and develop the inside sales team.

• Create and implement onboarding, training, and professional development initiatives.

• Foster a culture centered on accountability, collaboration, and achievement.

• Ensure consistent use of Salesforce for managing pipelines, forecasting, and sales reporting.

• Establish and track metrics for pipeline, conversion, productivity, and quota attainment.

• Enhance sales processes, reduce sales cycles, and elevate average contract value.

• Collaborate with Finance and Revenue Operations on sales planning, territories, quotas, and incentive compensation.

• Work with Marketing on lead generation and pipeline development efforts.

• Partner with Customer Success on expansion opportunities, retention efforts, and transitions from sales to implementation.

• Coordinate with the OEM team regarding manufacturer programs and partnerships.

• Collaborate with Product and Operations on market feedback, product development, and service delivery.

• Represent Better Car People at industry events, dealer group meetings, and strategic customer engagements.

• Report directly to the Chief Executive Officer and contribute to the executive leadership team.

⛳️ Requirements

• Extensive experience in selling automotive technology products or services directly to franchised automotive dealerships (Tier 3), including both large dealer groups and individual rooftops.

• Proven track record in leading a sales organization within the automotive dealership sector.

• Strong knowledge of automotive retail operations, dealership economics, and the purchasing and decision-making processes of dealerships.

• Demonstrated success in building, developing, and leading high-performing sales teams, particularly inside sales organizations.

• Experience in selling recurring-revenue technology products, SaaS, or technology-enabled services to dealerships.

• Proven ability to manage transactional sales to individual dealerships and complex sales involving large dealer groups.

• Strong skills in sales forecasting, pipeline management, sales processes, and performance measurement.

• Experience in recruiting, coaching, and retaining high-achieving sales professionals.

• Excellent leadership, communication, relationship-building, and analytical skills.

• Proficient in Salesforce or a similar CRM platform.

• Direct dealership sales experience is essential.

• Experience solely selling to automotive manufacturers (OEMs), or general B2B or SaaS sales experience without direct dealership sales experience, does not satisfy the requirements.

• Preferred: experience in automotive AI, dealership CRM, BDC services, lead management, customer engagement, or related dealership technologies.

• Preferred: established connections with dealer groups and automotive retail decision-makers.

• Preferred: experience in a private equity-backed or high-growth environment.

• Preferred: familiarity with structured sales methodologies and sales enablement programs.

• Preferred: proven success in scaling sales organizations and achieving measurable improvements in revenue growth, productivity, and sales performance.

• Ability to work remotely from the United States, ideally in the Eastern or Central time zones.

• Willingness to travel approximately 25%, including regular visits to company offices and interactions with customers, dealer groups, and industry events.

🏝️ Benefits

• Uncapped incentive compensation with accelerators for surpassing performance goals.

• Opportunity to participate in the company's management equity incentive plan.

• Comprehensive health benefits.

• Paid time off.

• Remote work arrangement.

• Access to professional development and training programs.