Regional Sales Director - Southeast

Who We Are

At OPENLANE we make wholesale easy so our customers can be more successful. We’re a technology company building the world’s most advanced—and uncomplicated—digital marketplace for used vehicles. We’re a data company helping customers buy and sell smarter with clear, actionable insights they can understand and use. And we’re an innovation company accelerating the future of wholesale remarketing through curiosity, collaboration, and an entrepreneurial spirit.

• The ideal candidate will reside in TX, OK, LA, MS, TN, AL, GA, FL, or SC.

Driven Way builders – we pursue challenges that inspire us to build, create, and innovate.

Relentless Curiosity – we seek to understand and improve our customers’ experience.

Smart Risk‑Taking – we transform risk into progress through data, experience, and intuition.

Fearless Ownership – we deliver what we promise and learn along the way.

The Regional Sales Director will provide strategic leadership and execution across multiple markets and teams. You will lead multiple Market Sales Directors, driving market share growth and sales team effectiveness. This is more than a sales leadership role—it’s a chance to redefine how we go to market.

• Lead, mentor, and inspire a team of Market Sales Directors to exceed sales targets, fostering an environment that encourages creativity, autonomy, and results‑driven innovation.
• Develop and implement forward‑thinking market strategies that align with our growth objectives, leveraging data‑driven insights and market trends.
• Build deep relationships with key stakeholders and customers, ensuring our solutions meet their evolving needs and position us as trusted partners in their success.
• Partner with cross‑functional teams—including Marketing, Product Development, and Operations—to ensure seamless execution of sales strategies and exceptional customer experiences.
• Identify new market opportunities, create entry strategies, and drive sustainable growth across key markets.
• Establish a high‑performance culture within the sales teams by setting clear goals, offering ongoing coaching, and celebrating wins.
• Stay ahead of industry trends, continuously refining go‑to‑market strategies, and adapting to changing market dynamics to maintain a competitive edge.
• Lead MSM teams within your region by providing clear communication regarding expectations of both individual and team performance.
• Provide coaching, sales training, and performance feedback in direct support through participation in sales calls or related activities.
• Create sales strategies tied to business targets for the market.
• Provide clear expectations regarding territory/market performance.
• Hold the team accountable for all measured and assigned metrics.
• Accurately forecast sales against market budget.
• Perform analysis to understand the current state of markets.
• Work with the Vice President of Dealer Sales to develop regional strategies to maintain success and promote continued growth.
• Partner with internal team members on go‑to‑market strategies, sales, and promotions.
• Responsible for new market launches including hiring, market analysis, and execution.
• Provide mentorship, coaching, and opportunities for skill development with a focus on education, experience, and exposure.
• Provide regular and immediate communication to the team through sales, emails, etc. to foster collaboration and strong culture of team selling.
• Hire, onboard, and develop a team of driven salespeople equipped to meet market goals.

• 7‑10+ years of demonstrated sales leadership success with multi‑market outside sales teams.
• College degree or equivalent professional experience.
• Proven field sales leadership experience with a team of 10+ employees.
• Automotive industry experience, preferably selling SaaS platforms into dealerships.
• Ability and willingness to travel 50% in market.
• Proven ability to analyze data, identify market trends, changes and implications, develop objectives, and strategies.
• Ability to blend sales acumen, outstanding interpersonal skills, and enthusiasm to stay flexible in a fast‑paced, changing environment.
• Strong follow through and tenacious drive to close deals.
• Proven ability…