Senior Sales Executive

BetterCloud; Norwood (MA); On-site; USD 120,000 - 180,000; Full time

Job summary

ACV Auctions is seeking a Sr. Sales Executive to drive new business and expand dealer partnerships across the assigned territory.

You will own the full cycle from prospecting to closing, building relationships with dealer principals and decision-makers in the automotive space. You will conduct live demos, educate dealers on ACV policies, and push multiple product lines to deliver a complete wholesale solution.

Qualifications

• 7+ years of B2B field sales experience.
• 5+ years selling within the automotive industry.
• Track record of closing deals with high-level decision makers (Dealer Principals, CEOs, COOs).
• CRM fluency (Salesforce preferred) to manage pipeline and reporting.
• Strong analytic mindset using data to prioritize outreach and opportunities.
• Mobile, territory-based role requiring daily field presence and travel.

Responsibilities

• Build and maintain a prioritized prospect list of new franchises and independent rooftops.
• Execute high-volume outreach via in-person visits, phone engagement, and regional events.
• Qualify prospects using the opportunity framework and assess opportunities and stakeholders.
• Lead in-person discovery meetings to understand prospect workflows and relationships.
• Position ACV's products against dealer channels with data-driven value propositions.
• Conduct live in-person platform demos and educate dealers on policies.
• Introduce additional ACV product lines to provide a full-service solution.
• Negotiate and close seller agreements with pricing structure.
• Coordinate with Territory Managers for target accounts and smooth handoffs.
• Accurately record pipeline data in Salesforce daily for reporting.
• Aim to achieve or exceed sales and revenue targets.
• Track regional market dynamics and trends.

Skills

Relationship-building

Analytical mindset

Mobile field sales

Travel readiness

Tools

Salesforce

Job description

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.
• #LI-CR1