Territory Development Manager, Ohio & Indiana

About the Role

You'll be Carpay's Territory Development Manager for Ohio and Indiana, responsible for building direct, in-person relationships with BHPH dealerships across your territory. Central or western Ohio will be your home market and the center of your recurring coverage, with regular routes to Cincinnati, Cleveland, Akron, and Indianapolis. You'll report to Matt Darling, our VP of Revenue, and work closely with the account executive team on every opportunity you help originate.

This is a relationship and coverage role. Dealership owners in this industry do business with people they trust, built face to face, not people who show up in an inbox. Your job is to walk into every dealership rooftop in your market, build a real relationship with the owner or GM, and develop opportunities to demo the product. When it helps, you'll join the account executive on that conversation to add credibility and context, then the account executive carries the deal forward.

This is a senior, credibility-driven role built around consistency and trust, not a first sales job. You're the face of Carpay in your market, and the relationships you build compound over time.

• Drive your territory on a consistent, repeatable cadence, visiting BHPH dealerships in person across your assigned metros.
• Build genuine rapport with dealership owners and GMs, the kind that gets you invited into the back office instead of shown the door.
• Join account executive led demos when it adds value: credibility, market context, and relationship continuity.
• Cultivate relationships with dealer associations, 20 Groups, industry events, and local networks that expand your territory's reach over time.
• Travel extensively within your territory, including overnight travel where the geography requires it.
• Log every visit, contact, and outcome in Hub Spot. If it's not in Hub Spot, it didn't happen.
• Partner with account executives to hand off warm opportunities cleanly and keep them moving.

• 8+ years of professional work experience. This is a senior, credibility-driven role, not an entry-level position or a first job out of an inside sales seat.
• You genuinely enjoy being on the road and in person. This is a driving job, not a desk job.
• You're comfortable walking into a business cold and building rapport with an owner who's never heard of you. It takes a different kind of nerve than cold calling. You're doing it in person, uninvited, over and over.
• Real evidence of resilience in the field: canvassing, territory sales, door-to-door, or similar work where you didn't start from a warm lead.
• You carry yourself in a way that gets you taken seriously by a business owner, not written off as someone trying to sell them something they don't need.
• Valid driver’s license, reliable personal vehicle suitable for extensive territory travel, and willingness to travel regularly within the region. Carpay reimburses business mileage and expenses for overnight trips.
• Comfort working independently with minimal daily oversight.
• Must currently reside in Central or Western Ohio, ideally within the Columbus–Dayton corridor. This is an in-market field role, and we are not offering relocation.

• BHPH, subprime auto, auto retail experience, or existing relationships within dealer associations or networks in your territory. While not a requirement, long-standing ties to the industry are a real advantage. If you're coming from outside the industry, the ability to cultivate in-person relationships while learning a new industry quickly will be critical.
• Experience selling to family-owned or owner-operated small businesses.