Sr. Director, Regional Marketplace Sales - British Columbia

Who We Are:

At OPENLANE we make wholesale easy so our customers can be more successful. 

We’re a technology company building the world’s most advanced—and uncomplicated—digital marketplace for used vehicles.

We’re a data company helping customers buy and sell smarter with clear, actionable insights they can understand and use.

And we’re an innovation company accelerating the future of wholesale remarketing through curiosity, collaboration, and an entrepreneurial spirit.

Our Values: 

Driven Waybuilders. We pursue challenges that inspire us to build, create, and innovate.

Relentless Curiosity. We seek to understand and improve our customers’ experience.

Smart Risk-Taking. We transform risk into progress through data, experience, and intuition.

Fearless Ownership. We deliver what we promise and learn along the way.

We’re Looking For:

We are seeking a Senior Director, Regional Sales – British Columbia with experience in driving regional revenue, volume growth, and market share expansion. You will lead sales strategy and execution across British Columbia. The ideal candidate will have 10+ years of progressive sales leadership experience and a strong road-warrior mentality. This team is responsible for managing the full life cycle of onboarding, retaining, and growing our customers.

The Senior Director will lead a team of outside sales representatives across British Columbia and collaborate closely with the Inside Sales & Inspections teams. 

You Are:

• A Leader & Coach: Lead, mentor, and inspire a team of outside sales representatives to exceed sales targets, while fostering an environment that encourages creativity, autonomy, and results-driven innovation.

• Driven & Results-Oriented: You are motivated to restore and accelerate growth, specifically targeting market share capture in British Columbia.

• Strategic: You develop and implement forward-thinking market strategies that align with our growth objectives, leveraging data-driven insights and market trends.

• Resilient & Gritty: You demonstrate resilience and grit while navigating competitive landscapes and executing turnaround strategies.

• Accountable: Establish a high-performance culture within the sales teams by setting clear goals, offering ongoing coaching, and celebrating wins.

• Relationship-Focused: You cultivate trust, focus on maintaining existing market share, and rebuild relationships to win back business lost. 

• Collaborative Leadership: Partner with cross-functional teams including Inside Sales, Sales Operations, Operations, Marketing, and Product to ensure seamless execution of sales strategies.

Functional Expertise

• Sales Leadership & Coaching: Proven track record of team building, coaching, and performance management for an outside sales team.

• Relationship Rebuilding: Expertise in identifying greenfield dealer opportunities, leading targeted winback initiatives, and re-establishing OPENLANE as the preferred marketplace partner.

• Sales Operations: Proficiency in establishing structured operating rhythms including pipeline reviews, forecasting cadence, and performance tracking.

Technical Expertise

• CRM Utilization: Ability to improve CRM utilization and data discipline to increase transparency and productivity.

• Market Intelligence & Analytics: Ability to leverage market intelligence, monitor sales metrics, and implement data-driven strategies to optimize sales effectiveness.

• Productivity Tools: Familiarity with CRM software, sales analytics tools, and Google Suite or similar productivity tools.

You Own:

• Regional Growth & Market Share Expansion (30%): Develop and execute a focused British Columbia growth strategy, targeting winback initiatives, and aggressively compete in the market to boost revenue and volume growth.

• Sales Leadership & Team Execution (40%): Lead, coach, and hold accountable a focused outside regional sales team, establish structured operating rhythms, and upgrade talent to support growth objectives.

• Customer & Industry Engagement (30%): Maintain a strong in-market presence with extensive travel, rebuilding relationships with dealers and serving as OPENLANE’s senior representative.

Who You Will Work With:

This role will collaborate extensively with Sales Operations, Operations, Inside Sales, Inspections, Marketing, & Product teams. 

Where You Work:

Your work is performed as a remote/field employee residing in British Columbia, preferably in Vancouver. 

Must Have’s:

• 10+ years of progressive sales leadership experience.

• Road-warrior mentality with the ability and willingness to travel approximately 80% (~4 days a week).

• Proven track record of team building, coaching, performance management, and driving accountability.

• Strong relationship-driven focus on maintaining existing shares and winning back lost business.

• Proven track record of driving revenue and market share growth in competitive, underpenetrated, or turnaround markets.

• Bachelor's degree or equivalent experience.

Nice to Have’s:

• Automotive or dealer-facing marketplace experience is a plus, but not required.

• MBA or advanced degree.

• Familiarity with Salesforce, DOMO, Slack & Google Suite.

What We Offer:

• Competitive pay

• Medical, dental, and vision benefits with employer HSA contributions (US) and FSA options (US)

• Immediately vested 401K (US) or RRSP (Canada) with company match

• Paid Vacation, Personal, and Sick Time

• Paid maternity and paternity leave (US)

• Employer-paid short-term disability, long-term disability, life insurance, and AD&D (US)

• Robust Employee Assistance Program

• Employer paid Leap into Service Day to volunteer

• Tuition Reimbursement for eligible programs

• Opportunities to expand your skill set and share your knowledge across a publicly traded, global organization

• Company culture of internal promotions, diverse career paths, and meaningful advancement

Sound like a match? Apply Now - We can't wait to hear from you!
 

Compensation Range of

(Depending on experience, skill set, qualifications, and other relevant factors.)

Bonus Range