Manager, Inside Sales - Customer Expansion

CARFAX; London; On-site; CAD 133,000 - 200,000; Full time

Benefits offered by this job

4-Day summer work weeks

401(k) / DCPP matching

Annual bonus program

Casual, dog-friendly office spaces

Job summary

CARFAX is seeking a Manager, Inside Sales - Customer Expansion to lead a newly formed team. You will recruit, coach, and develop high-performing inside sales reps, drive a customer expansion motion within an established dealer base, and deliver measurable revenue growth.

The role emphasizes pipeline discipline, forecasting accuracy, and cross-functional collaboration to remove barriers and scale the sales organization.

Qualifications

• 5+ years of formal people-management experience preferred.
• Proven success in sales, account growth, or revenue generation.
• Experience mentoring and coaching others.
• Experience in a performance-driven environment with measurable goals.
• Proficiency with CRM, reporting, and sales productivity tools.

Responsibilities

• Build & Lead the Team – Recruit, hire, onboard, and retain a high-performing sales team with clear expectations for revenue, activity, and productivity.
• Coach & Develop People – Conduct one-on-ones, call reviews, and development planning to improve seller performance.
• Drive Sales Performance – Maintain pipeline discipline, track metrics, and provide forecasting visibility.
• Refine the Sales Motion – Develop the customer expansion playbook including strategy, outreach, messaging, and handling objections.
• Remove Barriers – Identify obstacles to seller productivity and work cross-functionally to eliminate them.
• Build the Leadership Pipeline – Mentor high-potential teammates and foster accountability and growth.

Skills

Sales leadership

People management

CRM proficiency

Forecasting

Tools

CRM software

Sales analytics tools

Job description

Join Team CARFAX as a Manager, Inside Sales - Customer Expansion

Isn't it time you bragged about where you work? At CARFAX, we do, every day. We pride ourselves on being mission-focused on helping to grow a brand built on accuracy and integrity. We care deeply about our products and our customers. We're more than just a company: We help millions of consumers make more-informed decisions every day.We know that our teammates are our most valuable asset, and we value a balanced life while tackling challenging projects in a fast-paced environment.

About the Role:

Are you a driven, people-first sales leader ready to build something from the ground up? This is your opportunity to lead a newly formed inside sales team, unlock growth within an established dealer customer base, and leave your mark on the future of our sales organization.

You’ll build and inspire a high-performing team, pioneer a customer expansion sales motion, and drive real revenue results. We're looking for a competitive, disciplined, and people-focused leader who wins through coaching, accountability, and a relentless commitment to developing talent. If you thrive in fast-moving environments and have a bias toward action - we want to hear from you.

What you’ll be doing:

• Build & Lead the Team – Recruit, hire, onboard, and retain a high-performing sales team with clear expectations for revenue, activity, and productivity.
• Coach & Develop People – Conduct consistent one-on-ones, call reviews, and development planning to continuously improve seller performance.
• Drive Sales Performance – Maintain pipeline discipline, track key metrics, and provide accurate forecasting and visibility into team results.
• Refine the Sales Motion – Help develop and improve the customer expansion playbook, including account strategy, outreach, messaging, and objection handling.
• Remove Barriers – Identify obstacles to seller productivity and work cross-functionally to eliminate them.
• Build the Leadership Pipeline – Identify and mentor high-potential team members while fostering a culture of accountability, integrity, and long-term growth.

What we’re looking for:

• Demonstrated success in sales, account growth, or a revenue-producing role.
• Strong understanding of sales process, pipeline management, prospecting, and customer engagement.
• Experience mentoring, coaching, or developing others.
• Experience in a performance-driven environment with measurable goals.
• Proficiency with CRM, reporting, and sales productivity tools.
• Strong planning, organization, and follow-up skills.
• Excellent communication skills — both written and verbal.
• 5+ years' formal people-management experience preferred; exceptional candidates with demonstrated peer leadership and influence will be considered.
• Automotive industry experience preferred.

What’s in it for you:

• Competitive compensation, benefits and generous time-off policies
• 4-Day summer work weeks and a winter holiday break
• 401(k) / DCPP matching
• Annual bonus program
• Casual, dog-friendly, and innovative office spaces.

Don’t just take our word for it:

• 13x VA Best Places to Work
• 12x Top Workplaces in Washington (Presented by The Washington Post and WTOP)
• 9x Washingtonian Great Place to Work
• 5x USA Today Top Workplaces
• 5x St. Louis Post-Dispatch Best Places to Work

Vacancy Status: This posting is for an existing vacancy.

Base Salary: The anticipated base salary range for this position is $96,000 to $144,000 annually. Final base salary will be determined based on geographical location, experience, and qualifications.

Benefits: Join a company that values your total wellbeing. Carfax offers competitive compensation, comprehensive healthcare coverage, and the chance to make a meaningful impact in an industry-leading organization. Our benefit offerings can be found at: CARFAX Careers.