Director, Automotive Licensing

Position Summary

Black Book is seeking a Director, Automotive Licensing to drive incremental revenue by leveraging existing relationships and forging new strategic partnerships. The role will focus on expanding our suite of data and analytics‑oriented products and services used by dealer groups, insurance companies, rentals, fleet management, auctions, data and software companies, and VARs.

Reporting to the Vice President of Sales, this high‑profile position is based in our suburban Atlanta corporate headquarters. The candidate should be a proven sales and industry professional with confidence, strong communication skills, a track record of influencing key decision makers, and an expansive network within the automotive data industry. Experience in licensing data in competitive B2B environments is preferred. This is not an entry‑level role.

• Utilize industry knowledge to identify and qualify new prospects, and expand relationships with current customers and key industry leaders.
• Focus on vehicle VIN decoding, valuations, market‑level retail data, EV data, and other Black Book data products and services.
• Establish and maintain relationships with industry influencers and strategic partners.
• Introduce, educate, and promote Black Book products to various segments, including:
  • Dealer Groups
  • Auctions
  • Remarketers
  • Digital Retailing
  • Equity Mining
  • Lead Generation
  • CRM
  • DMS
  • Insurance Carriers
  • Fleet Management and Rental Car Companies
  • Marketing and Advertising Agencies
  • Government
• Perform needs analysis on existing accounts and potential new clients to identify opportunities and match solutions with customer needs.
• Assist the company in achieving annual revenue goals by developing new and existing accounts.
• Collaborate with Black Book analytics teams on custom analytical solutions for business stakeholders.
• Conduct market and competitor analysis and report findings.
• Work closely with sales leadership to develop and implement new sales initiatives and provide input to the leadership team regarding strategy and future planning.
• Build and maintain an annual sales plan in support of organizational strategy, aiming to meet or exceed revenue goals (monthly, quarterly, and annual).
• Use tools such as  to actively manage the pipeline, vet opportunities, forecast accurately, and track probability to close.

• 15+ years of sales experience in the automotive/automotive finance industry, preferably with a strong automotive data and analytics background.
• Deep understanding of how automotive data is utilized across the industry, especially by verticals that power the space.
• Extensive, well‑established industry network.
• Experience with software sales, database licensing, and/or related technology sales.
• Demonstrated track record of meeting/exceeding sales and financial objectives both individually and within teams.
• Commission and/or variable‑based compensation experience.
• Highly developed collaborative sales and relationship‑management skills.
• Exceptional critical and analytical thinking skills.
• High comfort with technology, data, and analytics.
• Up‑to‑date on current sales and marketing trends, including social media, whitepapers, blogs, etc.
• Assertive and motivated.
• Strong verbal and written communication skills.
• Excellent presentation and demonstration skills.
• Excellent interpersonal communication skills.
• Bachelor’s degree in business or a related field.
• Ability to travel up to 2–3 nights per week when needed.

Mid‑Senior Level

Full‑time

Sales and Business Development

Motor Vehicle Manufacturing

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