Senior Sales Executive

ACV Auctions; Charlotte (NC); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Health insurance

Dental & Vision

Life Insurance

Paid time off

401(k) with company matching

Job summary

ACV Auctions in Charlotte, NC is seeking a senior sales executive to own the full sales cycle, expand dealer partnerships, and drive growth across the territory. You will build relationships in person, engage dealers via calls and events, and deliver data-driven value propositions.

The role requires travel, strong communication skills, and a proven B2B auto sales track record, with Salesforce proficiency. ACV offers competitive compensation and opportunities for career advancement.

Qualifications

• 7+ years of B2B field sales experience.
• 5+ years selling within the automotive industry.
• Proven ability to close deals with high-level decision makers.
• CRM proficiency (Salesforce preferred) to manage pipeline.
• Strong analytics to size opportunities and prioritize outreach.
• Must be comfortable traveling daily in the field.
• Fluency in English (reading, writing, speaking).

Responsibilities

• Build and maintain a prioritized prospect list within the assigned territory.
• Execute high-volume outreach through in-person visits, calls, and events.
• Qualify prospects using ACV's framework and assess opportunities.
• Lead in-person discovery meetings to understand client needs and workflows.
• Position ACV's products against dealer channels with data-driven rationale.
• Conduct live demos and educate dealers on policies.
• Negotiate and close seller agreements with pricing.
• Coordinate with Territory Managers for aligned targeting and handoffs.
• Record activity in Salesforce daily for pipeline management.
• Aim to meet or exceed sales targets and revenue goals.
• Track regional market dynamics and provide feedback.

Skills

Consultative selling

Relationship building

Travel willingness

English fluency

Analytical mindset

Tools

Salesforce

Job description

If you are looking for a career at a dynamic company with a people-first mindset and a deep culture of growth and autonomy, ACV is the right place for you! Competitive compensation packages and learning and development opportunities, ACV has what you need to advance to the next level in your career. We will continue to raise the bar every day by investing in our people and technology to help our customers succeed. We hire people who share our passion, bring innovative ideas to the table, and enjoy a collaborative atmosphere.

Who we are:

ACV is a technology company that has revolutionized how dealers buy and sell cars online. We are transforming the automotive industry. ACV Auctions Inc. (ACV), has applied innovation and user-designed, data driven applications and solutions. We are building the most trusted and efficient digital marketplace with data solutions for sourcing, selling and managing used vehicles with transparency and comprehensive insights that were once unimaginable. We are disruptors of the industry and we want you to join us on our journey.

At ACV we focus on the Health, Physical, Financial, Social and Emotional Wellness of our Teammates and, to support this, we offer:

• Multiple medical plans including a high deductible, low cost health plan
• Company-sponsored (paid) Short-Term Disability, Long-Term Disability, and Life Insurance
• Comprehensive optional benefits such as Dental, Vision, Supplemental Life/AD&D, Legal/ID Protection, and Accident and Critical Illness Insurance
• Generous paid time off options, including uncapped vacation days, the greater of 3 paid sick days or in accordance with the applicable state or local paid sick leave law, 6 paid company holidays, 2 floating holidays, parental leave, bereavement leave, jury duty leave, voting leave, and other forms of paid leave as required by applicable law or regulation
• Employee Stock Purchase Program with additional opportunities

Who we are looking for:

ACV is looking for a resilient, tenacious sales professional who's energized by driving new business growth and expanding dealer partnerships across their area. The Sr. Sales Executive role exists to grow ACV's market share, owning the full cycle from identifying and engaging prospects to converting them into loyal dealer partners. Our Sr. Sales Executives treat their area like their own business by showing up in person, building relationships face-to-face, and putting in the work it takes to win. They bring grit and determination to every deal, staying focused even when the path to "yes" isn't a straight line. At ACV Auctions, trust, transparency, and credibility aren't just values we talk about, they are what our Sr. Sales Executives deliver to our dealer partners every single day.

What you will do:

• Build and maintain a prioritized prospect list of new franchises and independent rooftops within the assigned territory.
• Execute high-volume outreach through in-person dealership visits, over the phone engagement, and presence at regional and local events to develop relationships with decision makers.
• Qualify prospects using ACV's opportunity framework, assessing business volume opportunities, current channel mix, key decision-makers, and competitive displacement potential.
• Lead in-person discovery meetings to understand each prospect’s operational and sales work-flow, challenges, and current auction relationships.
• Position ACV's portfolio of products and services against the dealer's current channels with a data-driven case grounded in ACV's value proposition.
• Conduct live in-person platform demos. Provide general education to dealers on ACV’s operating policies.
• Introduce additional ACV product lines to support a full service solution to our customers.
• Negotiate and close seller agreements, including pricing structure.
• Coordinate directly with Territory Managers to align on target accounts, share prospect intelligence, and execute clean handoffs for newly activated rooftops.
• Accurate recording and utilization within Salesforce on a daily basis for pipeline management, sales motion and activity tracking, and reporting.
• Achieve or exceed established sales and revenue targets on a consistent basis.
• Track, understand, and provide feedback on regional market dynamics and trends.
• Other duties as assigned.

What you will need:

• 7+ years of B2B field sales experience, with a proven track record of opening net-new accounts and driving business expansion.
• 5+ years selling within the automotive industry.
• A track record of closing deals with high-level decision makers including Dealer Principals, CEOs, COOs, and other high level decision makers.
• CRM fluency (Salesforce preferred) to manage, plan, and report on your sales pipeline with precision.
• Strong analytic mindset with demonstrated ability to use data to make decisions and prioritize outreach, including sizing opportunities and priorities.
• Built for a mobile, territory-based role, must be comfortable being in the field daily, traveling throughout your geographic area to meet prospective and active dealerships.
• Sharp relationship-building instincts including in person, over the phone, and in writing.
• Exceptional business acumen, with a solid grasp of the retail and wholesale marketplace and how to position ACV Auctions within it.
• Strong strategic foresight, recognizes and values the power of strong relationships, both internally and externally, to drive long-term success.
• A resilient, solutions-oriented mindset focused on turning objections into opportunities with data-backed insight and a compelling value proposition.
• Experience with a digital wholesale platform (strongly preferred).
• Prior experience in a paired or split field sales model (hunter/farmer, SDR/AE, or similar) is preferred.
• Ability to travel outside assigned geographic area for meetings or training as required by the role.
• Fluency in English (reading, writing, speaking, and comprehension).
• Valid driver's license and use of a validly registered and insured motor vehicle is required.

#IND123RR

Compensation: The base compensation range for this position is listed in the "Job Details" section at the bottom of this posting. This position is eligible for additional compensation pursuant to ACV's incentive compensation plan, with a 100% uncapped variable incentive Target. Please note that final compensation will be determined based upon the applicant's relevant experience, skillset, location, business needs, market demands, and performance (for incentive pay), and other factors as permitted by law.