Sales Executive - Powersports

Lightspeed DMS LLC.; South Jordan (UT); On-site; USD 90,000 - 135,000; Full time

Job summary

Lightspeed is seeking a field sales executive to drive growth across the U.S. dealer networks in Powersports, Marine, and related industries.

The role focuses on generating new business opportunities, with a heavy emphasis on prospecting within the United States territory. You will build strategic territory plans, qualify opportunities, close new business, and collaborate with Customer Success and Marketing to ensure a seamless dealer experience.

Qualifications

• 5+ years in B2B SaaS sales.
• Experience acquiring new dealers/new logos.
• Proven quota-carrying with pipeline management.
• Able to engage with executive decision makers.
• Knowledge of SPIN and Solution Selling.
• Preferred knowledge of Powersports or related industries.

Responsibilities

• Develop territory plans to expand Lightspeed's dealer base.
• Generate leads and guide prospects through the sales funnel.
• Collaborate with Customer Success and Marketing to ensure a cohesive dealer experience.
• Maintain a deep understanding of products, competitive advantages, and industry trends.
• Maintain and report sales metrics in Salesforce to leadership.

Skills

B2B sales

SaaS sales

New logo acquisition

Quota attainment

Relationship building

Sales pipeline

SPIN Selling

Tools

Salesforce

Job description

Lightspeed is the leading provider of cloud-based software for dealerships, serving the Powersport, Marine, RV, Trailer, and Golf Car industries adding hundreds of dealerships to the Lightspeed community each year.

Lightspeed’s Dealer Management Solution (DMS) enables dealerships to optimize their end-to-end business operations, including Sales, Parts, Service, Rentals, Payments, Accounting, and Customer Relationship Management (CRM). When implemented into their daily operations, Lightspeed helps dealers increase their profitability by selling more units, service, and parts, all while creating a more streamlined experience for customers.

Lightspeed is the most complete and integrated DMS in the industry with over 500 integrations with Original Equipment Manufacturers (OEMs), aftermarket parts and accessory distributors and dozens of other software tools that a dealership may use to run their business. Uniquely designed by dealers for dealers, and refined over the past 4 decades, Lightspeed empowers over 4,500+ dealers across North America with the tools and technology they need to manage their dealerships.

Position Summary

This role centers on generating new business opportunities with dealerships in the Powersports industry. You will be responsible for identifying, pursuing, and securing new business with dealers. A significant portion of your time will be dedicated to prospecting in the United States sales territory.

This position requires a strategic focus on building relationships, engaging with dealers, and closing sales.

What You'll Do

Territory Planning & Business Development

• Develop and execute territory-specific plans to expand Lightspeed's dealer base, including a deep understanding of dealer needs, our suite of offerings, and effectively closing deals.
• Generate leads and guide prospects through the sales funnel to further qualify their needs and determine a good fit with Lightspeed's solutions, engaging new dealers through a variety of channels including inbound leads, networking, and social media.
• Collaborate with internal teams such as Customer Success and Marketing to ensure a cohesive dealer experience.
• Maintain a deep understanding of our products, competitive advantages, industry trends, market activities, and competitors to identify opportunities and foresee challenges.
• Maintain and report sales metrics to leadership, ensuring that data within our Sales Automation and Customer Relationship Management tool, Salesforce, is current and accurate.

What You Should Have

Required Qualifications

• 5+ years' experience in B2B sales, preferably selling SaaS-based solutions in the field.
• Experience with new dealer, new logo acquisition.
• Proven sales record in quota-carrying roles, managing a pipeline as an individual contributor and exceeding sales quotas.
• Proven ability to blend strong sales talents and process discipline, relationship-building abilities, and technical knowledge to achieve sales targets and expand market share.
• Strong relationship-building skills with the ability to engage with key stakeholders across the prospect/dealer and executive decision makers.
• Skilled in navigating complex sales cycles and overcoming objections.
• Proven experience with SPIN™ and Solution Selling™ techniques, including the ability to effectively identify and address dealer needs.

Preferred Qualifications

• Knowledge of Powersports, RV, Marine, Golf, or Trailer industries (a significant advantage).
• Knowledge of finance/insurance, retail, and technology industries (a plus).

Inclusion and Diversity at Lightspeed:

At Lightspeed, we celebrate the uniqueness of every individual and encourage diverse perspectives. We believe that inclusion drives innovation and fosters meaningful connections. We are committed to building an environment where everyone feels valued and empowered to make an impact.

Equal Employment Opportunity Statement:

Lightspeed is an Equal Opportunity Employer and is dedicated to building a diverse and inclusive workforce. All qualified applicants will be considered for employment without regard to race, color, creed, ancestry, national origin, gender, sexual orientation, gender identity, gender expression, marital status, religion, age, disability, veteran status, or any other protected category.

Applicants must be authorized to work in the U.S.