Director, Inside Sales

Tekion Director, Inside Sales – Growth & Upsell

Positively disrupting an industry that has not seen any innovation in over 50 years, Tekion has challenged the paradigm with the first and fastest cloud-native automotive platform that includes the revolutionary Automotive Retail Cloud (ARC) for retailers, Automotive Enterprise Cloud (AEC) for manufacturers and other large automotive enterprises and Automotive Partner Cloud (APC) for technology and industry partners. Tekion connects the entire spectrum of the automotive retail ecosystem through one seamless platform.

The transformative platform uses cutting-edge technology, big data, machine learning, and AI to seamlessly bring together OEMs, retailers/dealers and consumers. With its highly configurable integration and greater customer engagement capabilities, Tekion is enabling the best automotive retail experiences ever. Tekion employs close to 3,000 people across North America, Asia and Europe.

The Director, Inside Sales – Growth & Upsell will lead Tekion's strategy and execution for expanding revenue within the existing dealer customer base across the U.S. and Canada. This leader will be responsible for driving ARR growth through upsell and cross-sell motions, increasing SKU penetration, and building a scalable inside sales engine focused on maximizing customer value and product adoption.

This role requires a strong commercial leader who can combine growth strategy, sales process discipline, operational rigor, and team leadership to deliver measurable results. The ideal candidate brings deep experience leading inside sales or account growth teams, managing performance through detailed KPI reporting, and building repeatable motions that accelerate expansion revenue across an installed base.

Key Responsibilities

• Lead the strategy and execution for inside sales growth across Tekion's existing dealer customer base, with primary responsibility for upsell, cross-sell, ARR expansion, and SKU penetration
• Own performance against expansion revenue targets, including growth by dealer, SKU, region, team, and individual associate
• Build and scale a high-performing inside sales organization focused on growing revenue within current accounts through proactive outreach, value-based selling, and disciplined opportunity management
• Develop and optimize the end-to-end sales process for customer expansion, including account prioritization, opportunity identification, outreach strategy, pipeline progression, proposal management, and close
• Establish a rigorous operating cadence with clear department-level, SKU-level, and associate-level KPI management to drive accountability, visibility, and consistent execution
• Monitor and analyze key metrics such as ARR growth, SKU attach rates, product penetration, pipeline creation, conversion rates, average deal size, activity productivity, forecast accuracy, and rep attainment
• Partner closely with Customer Success, Account Management, Product, Marketing, and Revenue Operations to identify growth opportunities, align account strategies, and improve expansion outcomes
• Design and implement targeted growth plays by product, SKU, customer segment, and business opportunity to increase adoption within the installed base
• Provide executive-level reporting and business insights on performance, trends, risks, and opportunities across the inside sales growth function
• Drive process standardization, CRM discipline, pipeline hygiene, and reporting accuracy to improve sales efficiency and decision-making
• Lead organizational planning including hiring, onboarding, coaching, talent development, capacity planning, and succession planning to support long-term growth
• Serve as a key leader within the broader go-to-market organization, influencing strategy, tooling, and cross-functional initiatives that support customer revenue expansion

• 8+ years of experience in inside sales, account growth, renewals, business development, sales leadership, with 5+ years leading managers and high-performing sales teams
• Proven track record of owning and delivering expansion revenue growth within an existing customer base
• Demonstrated success driving growth,…