Sr. Director, Regional Marketplace Sales

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.

• 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.

We are seeking a Senior Director, Sales – Western with experience in driving regional revenue, volume growth, and market share expansion. You will be part of the OPENLANE sales team responsible for leading the sales strategy and execution across British Columbia. Your role is clear, you will drive growth and retention in British Columbia, competing against entrenched wholesale competitors, and coaching a regional team of nearly 30 outside sales leaders and individual contributors.

The ideal candidate will have 10+ years of progressive sales leadership experience in the automotive industry.

• Driven & Results-Oriented:
  You are motivated to restore and accelerate growth, specifically targeting volume restoration and market share capture in British Columbia.
• Disruptive & Competitive:
  You aggressively compete against entrenched wholesale competitors through differentiated value positioning and tactical responses.
• Resilient & Gritty:
  You demonstrate resilience and grit while navigating competitive landscapes and executing turnaround strategies.
• Accountable:
  You establish structured operating rhythms, set clear expectations, and drive a culture of urgency and accountability.
• Relationship-Focused:
  You cultivate trust and rebuild relationships with dealers, commercial partners, and industry stakeholders.

• Core Knowledge
  • Market Strategy & Expansion:
    Deep understanding of territory strategy, market penetration, and developing focused growth strategies.
  • Industry/Domain Expertise:
    Deep understanding of the Western automotive industry, particularly Alberta, and the traditional wholesale competitive landscape.
  • Commercial Acumen & Pricing:
    Ability to align regional pricing and commercial strategy with volume growth goals to maximize competitiveness.
• Functional Expertise
  • Sales Leadership &
    
    Coaching:
    
    Proven ability to lead, coach, and hold accountable a nearly 30 plus person regional sales team across inside and field roles.
  • Relationship Rebuilding:
    Expertise in identifying greenfield dealer opportunities, leading targeted winback initiatives, and re-establishing OPENLANE as the preferred marketplace partner.
  • Sales Operations:
    Proficiency in establishing structured operating rhythms including pipeline reviews, forecasting cadence, and performance tracking.
• Technical Expertise
  • CRM Utilization:
    Ability to improve CRM utilization and data discipline to increase transparency and productivity.
  • Market Intelligence & Analytics:
    Ability to leverage market intelligence, monitor sales metrics, and implement data-driven strategies to optimize sales effectiveness.
  • Productivity Tools:
    Familiarity with CRM software, sales analytics tools, and Google Suite or similar productivity tools.

• Regional Growth & Market Share Expansion (40%):
  Develop and execute a focused Western growth strategy, targeting winback initiatives, and aggressively competing against wholesale competitors to drive revenue and volume growth.
• Sales Leadership & Team Execution (30%):
  Lead, coach, and hold accountable a 30 plus person regional sales team, establish structured operating rhythms, and upgrade talent to support growth objectives.
• Customer & Industry Engagement (20%):
  Maintain a strong in-market presence with extensive travel, rebuilding relationships with dealers and serving as OPENLANE’s senior representative.
• Competitive…