OEM Business Development Director - Incentives

TrueCar, Inc.; Santa Monica (CA); Sur place; USD 180 000 - 320 000; Plein temps

Résumé du poste

TrueCar, Inc. is seeking an OEM Business Development Director to expand the commercial footprint with automotive OEMs and captive finance organizations not yet in the partner ecosystem.

The role spans generating opportunities, shaping commercial terms, orchestrating internal resources, and closing agreements. Expect net-new revenue responsibility and travel up to 40% as you build scalable partnerships.

Qualifications

• Ten+ years of experience in automotive OEM business development or enterprise sales.
• Proven track record of originating and closing new partnerships at enterprise scale.
• Deep understanding of OEM buying and partnership decisions.
• Strong analytical fluency and data-driven recommendations.
• Ability to manage a complex multi-stage pipeline.

Responsabilités

• Develop and manage a structured OEM/captive finance partnership pipeline.
• Qualify opportunities against commercial criteria and prioritize deals.
• Lead negotiations from term sheet to signature with cross-functional support.
• Coordinate cross-functional teams to accelerate decisions and deal execution.
• Represent TRUECar at industry events and capture competitive market intelligence.

Connaissances

Enterprise sales

OEM partnerships

Deal structuring

Negotiation

Analytical thinking

Communication

Formation

Bachelor's degree in Business, Finance, Economics, Engineering, or a related field

Description du poste

The Opportunity

TRUECar is looking for an OEM Business Development Director to expand our commercial footprint across automotive OEM and captive finance organizations that are not yet part of our partner ecosystem. This is a new-logo role. The person in this seat is measured by what they open, structure, and close — not what they maintain.

You will map whitespace across the OEM landscape, identify where TRUECar’s data, platform, and incentive capabilities create the strongest commercial case, and build the relationships and deal structures needed to turn those revenue opportunities into signed agreements. You will work alongside a counterpart who manages existing OEM accounts. Your job is to build what they can inherit.

This role requires someone comfortable with the full arc of enterprise business development: generating the opportunity, shaping the commercial framework, navigating the organization, and getting the paper signed. The mandate is net new revenue, and the expectation is that you pursue it with urgency and discipline in equal measure.

How You’ll Drive TrueCar’s Success

Pipeline Development

• Map the whitespace: Develop and maintain a structured view of OEM and captive finance organizations that represent viable partnership opportunities for TRUECar — by brand, by business unit, by program type. Know where we aren’t and why we should be.
• Build the pipeline: Generate a qualified pipeline of new commercial opportunities through direct outreach, industry relationships, conference presence, and systematic prospecting across OEM marketing, incentive, and captive finance organizations.

Opportunity Qualification & Structuring

• Qualify with rigor: Assess each opportunity against TRUECar’s commercial criteria before committing internal resources. Understand the prospect’s budget authority, decision timeline, and strategic objectives well enough to know whether a deal is worth pursuing and at what priority.
• Shape the deal: Develop partnership proposals that match TRUECar’s capabilities to each prospect’s specific business objectives — data products, platform integration, incentive distribution, or co-marketing. Structure agreements that are commercially sound and executable, not just compelling on paper.

Commercial Execution

• Lead negotiations: Own the full negotiation and execution of new agreements from term sheet to signature, ranging from $50K to $10M+ annually. Bring preparation and persistence to every deal — the size of the contract doesn’t change the standard.
• Bring in the right expertise: Know when to engage product, data, legal, or finance to strengthen a deal or accelerate a decision. You orchestrate the internal response. You don’t need to be the expert in every room, but you are accountable for what comes out of it.

Market Intelligence

• Track the competitive landscape: Maintain a working view of how OEM marketing and incentive budgets are shifting, which captive finance organizations are expanding their digital footprint, and where TRUECar has a differentiated story to tell. Surface that intelligence to product and leadership in a form they can act on.
• Represent TRUECar externally: Attend and contribute to industry conferences and events with a clear commercial purpose — specific targets, specific asks, and structured follow-through. Presence without a plan is not the job.

Transition & Handoff

• Set up accounts to succeed: When a new partnership closes, provide a clean, documented handoff to the account management team, including relationship context, commercial terms, open commitments, and the client’s near-term expectations. The transition should accelerate the account, not stall it.

Your Expertise

• Ten or more years of experience in automotive OEM business development, enterprise sales, or a comparable commercial function with direct experience selling to or within OEM marketing, incentive, or captive finance organizations.
• A track record of originating and closing new commercial partnerships at enterprise scale, including sourcing the opportunity, structuring the deal, and executing the agreement. You can describe specific examples, not just outcomes.
• Deep understanding of how automotive OEM organizations make purchasing and partnership decisions — who owns the budget, who influences the evaluation, and what it takes to build internal champions at multiple levels.
• Strong analytical fluency. You can build a commercial case, evaluate revenue potential, and present a data-supported recommendation to senior decision-makers on both sides of the table.
• Ability to manage a complex, multi-stage pipeline, tracking each opportunity with discipline, communicating status accurately, and knowing when to accelerate or walk away.
• Direct and precise communication. Your written work requires minimal editing. Your verbal presence earns credibility quickly in rooms where the people you’re talking to have heard every pitch.
• Willingness to travel up to 40% of the time.
• Bachelor’s degree in Business, Finance, Economics, Engineering, or a related field.