Director, Inside Sales

Tekion; San Francisco (CA); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Competitive compensation and stock

Employer-paid health benefits

Unlimited PTO and parental leave

Growth-focused startup culture

Career development opportunities

Home-grown technology stack

Collaborative team environment

Transparent, merit-based culture

Job summary

Tekion seeks a Director of Inside Sales - Growth & Upsell to drive ARR expansion across the U.S. and Canada within the existing dealer base. Lead a scalable inside sales engine, optimize the end-to-end expansion process, and align with Customer Success, Product, Marketing, and Revenue Ops to maximize product adoption.

You will manage KPI reporting, build repeatable motions, and hire and develop a high-performing team to achieve aggressive growth targets.

Qualifications

• 8+ years of experience in inside sales, account growth, renewals, business development, sales leadership, with 5+ years leading managers and high-performing sales teams.
• Proved track record of owning and delivering expansion revenue growth within an existing customer base.
• Demonstrated success driving growth, upsell performance, cross-sell execution, and SKU penetration across current accounts.
• Strong expertise inside sales process design, pipeline management, forecasting, KPI reporting, and performance optimization.
• Experience managing performance at multiple levels, including department, product/SKU, team, and individual associate metrics.
• Highly analytical with the ability to translate performance data into actionable growth strategies and operational improvements.
• Strong cross-functional leadership skills with experience partnering across Customer Success, Account Management, Product, Marketing, and Revenue Operations.
• Deep experience with CRM systems, dashboards, and reporting tools; Salesforce expertise required.
• Bachelor's degree in Business, Sales, Marketing, or related field preferred
• Central or East Coast time zone preferred

Responsibilities

• Lead the strategy and execution for inside sales growth across Tekion's existing dealer customer base, with primary responsibility for upsell, cross-sell, ARR expansion, and SKU penetration.
• Own performance against expansion revenue targets, including growth by dealer, SKU, region, team, and individual associate.
• Build and scale a high-performing inside sales organization focused on growing revenue within current accounts through proactive outreach, value-based selling, and disciplined opportunity management.
• Develop and optimize the end-to-end sales process for customer expansion, including account prioritization, opportunity identification, outreach strategy, pipeline progression, proposal management, and close.
• Establish a rigorous operating cadence with clear department-level, SKU-level, and associate-level KPI management to drive accountability, visibility, and consistent execution.
• Monitor and analyze key metrics such as ARR growth, SKU attach rates, product penetration, pipeline creation, conversion rates, average deal size, activity productivity, forecast accuracy, and rep attainment.
• Partner closely with Customer Success, Account Management, Product, Marketing, and Revenue Operations to identify growth opportunities, align account strategies, and improve expansion outcomes.
• Design and implement targeted growth plays by product, SKU, customer segment, and business opportunity to increase adoption within the installed base.
• Provide executive-level reporting and business insights on performance, trends, risks, and opportunities across the inside sales growth function.
• Drive process standardization, CRM discipline, pipeline hygiene, and reporting accuracy to improve sales efficiency and decision-making.
• Lead organizational planning including hiring, onboarding, coaching, talent development, capacity planning, and succession planning to support long-term growth.
• Serve as a key leader within the broader go-to-market organization, influencing strategy, tooling, and cross-functional initiatives that support customer revenue expansion

Skills

Inside sales

Sales leadership

CRM (Salesforce)

KPI reporting

Forecasting

Growth strategy

Education

Bachelor's degree in Business, Sales, Marketing, or related field

Tools

Salesforce

Job description

About Tekion:

Positively disrupting an industry that has not seen any innovation in over 50 years, Tekion has challenged the paradigm with the first and fastest cloud-native automotive platform that includes the revolutionary Automotive Retail Cloud (ARC) for retailers, Automotive Enterprise Cloud (AEC) for manufacturers and other large automotive enterprises and Automotive Partner Cloud (APC) for technology and industry partners. Tekion connects the entire spectrum of the automotive retail ecosystem through one seamless platform. The transformative platform uses cutting-edge technology, big data, machine learning, and AI to seamlessly bring together OEMs, retailers/dealers and consumers. With its highly configurable integration and greater customer engagement capabilities, Tekion is enabling the best automotive retail experiences ever. Tekion employs close to 3,000 people across North America, Asia and Europe.

Job Introduction

The Director, Inside Sales - Growth & Upsell will lead Tekion's strategy and execution for expanding revenue within the existing dealer customer base across the U.S. and Canada. This leader will be responsible for driving ARR growth through upsell and cross-sell motions, increasing SKU penetration, and building a scalable inside sales engine focused on maximizing customer value and product adoption.

This role requires a strong commercial leader who can combine growth strategy, sales process discipline, operational rigor, and team leadership to deliver measurable results. The ideal candidate brings deep experience leading inside sales or account growth teams, managing performance through detailed KPI reporting, and building repeatable motions that accelerate expansion revenue across an installed base.

Key Responsibilities

• Lead the strategy and execution for inside sales growth across Tekion's existing dealer customer base, with primary responsibility for upsell, cross-sell, ARR expansion, and SKU penetration

• Own performance against expansion revenue targets, including growth by dealer, SKU, region, team, and individual associate

• Build and scale a high-performing inside sales organization focused on growing revenue within current accounts through proactive outreach, value-based selling, and disciplined opportunity management

• Develop and optimize the end-to-end sales process for customer expansion, including account prioritization, opportunity identification, outreach strategy, pipeline progression, proposal management, and close

• Establish a rigorous operating cadence with clear department-level, SKU-level, and associate-level KPI management to drive accountability, visibility, and consistent execution

• Monitor and analyze key metrics such as ARR growth, SKU attach rates, product penetration, pipeline creation, conversion rates, average deal size, activity productivity, forecast accuracy, and rep attainment

• Partner closely with Customer Success, Account Management, Product, Marketing, and Revenue Operations to identify growth opportunities, align account strategies, and improve expansion outcomes

• Design and implement targeted growth plays by product, SKU, customer segment, and business opportunity to increase adoption within the installed base

• Provide executive-level reporting and business insights on performance, trends, risks, and opportunities across the inside sales growth function

• Drive process standardization, CRM discipline, pipeline hygiene, and reporting accuracy to improve sales efficiency and decision-making

• Lead organizational planning including hiring, onboarding, coaching, talent development, capacity planning, and succession planning to support long-term growth

• Serve as a key leader within the broader go-to-market organization, influencing strategy, tooling, and cross-functional initiatives that support customer revenue expansion

Basic Qualifications

• 8+ years of experience in inside sales, account growth, renewals, business development, sales leadership, with 5+ years leading managers and high-performing sales teams

• Proved track record of owning and delivering expansion revenue growth within an existing customer base

• Demonstrated success driving growth, upsell performance, cross-sell execution, and SKU penetration across current accounts

• Strong expertise inside sales process design, pipeline management, forecasting, KPI reporting, and performance optimization

• Experience managing performance at multiple levels, including department, product/SKU, team, and individual associate metrics

• Highly analytical with the ability to translate performance data into actionable growth strategies and operational improvements

• Strong cross-functional leadership skills with experience partnering across Customer Success, Account Management, Product, Marketing, and Revenue Operations

• Deep experience with CRM systems, dashboards, and reporting tools; Salesforce expertise required

• Bachelor's degree in Business, Sales, Marketing, or related field preferred

• Central or East Coast time zone preferred

Preferred Qualifications

• Experience leading sales teams focused on installed base growth, recurring revenue expansion, or multi-product account penetration

• Background in SaaS, automotive technology, retail technology, or other complex B2B subscription environments

• Experience managing large books of business with accountability for ARR growth and product adoption across a diverse customer base

• Strong executive communication skills with experience presenting business performance, forecasts, and growth strategies to senior leadership

Perks & Benefits

• Competitive compensation and generous stock options

• 100% employer-paid top-of-the-line medical, dental and vision coverage

• Great benefits including unlimited PTO, parental leave and free snacks and beverages

• The opportunity to work with some of the brightest minds from Silicon Valley’s most dominant andsuccessful companies

• Be part of an early stage, hyper-growth start-up with the opportunity to grow and prosper

• Work on the latest and coolest technologies - everything is home-grown and built ground-up

• A dynamic work environment with a strong sense of community and collaboration

• The open and transparent culture that encourages innovation, rewards performance and discourages hierarchy

• Exciting opportunities for career growth and development

Note: Tekion recently transitioned to a new recruiting tool and we appreciate your patience and feedback as we adjust to our new system!

Tekion is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, victim of violence or having a family member who is a victim of violence, the intersectionality of two or more protected categories, or other applicable legally protected characteristics.

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