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. Our Values: Driven Waybuilders. 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’re Looking For: 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. You Are: ● 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. You Bring: 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. You Own: ● 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 Positioning & Sales Operations (10%): Own regional pricing strategy, articulate marketplace advantages, and ensure efficient processes and effective pipeline management. Who You Will Work With: Reporting to the Canada Marketplace leader , this role will collaborate extensively with Territory Sales Managers, Marketing Managers, Operations Managers, and Customer Support teams. You will also interact continuously with dealers, commercial partners, and industry stakeholders to deepen relationships. Where You Work: Your work is performed as a remote/field employee residing in the Western region, with approximately 80% travel required across British Columbia. Must Have’s: ● 10+ years of progressive sales leadership experience. ● Proven track record of driving revenue and market share growth in competitive, underpenetrated, or turnaround markets. ● Strong existing relationships within the Western automotive industry, particularly Vancouver. ● Experience competing against traditional or relationship-based competitors. ● Must reside in the Western region (ideally Vancouver). ● Ability and willingness to travel approximately 80%. ● Bachelor's degree or equivalent experience. ● Demonstrated ability to lead distributed teams and drive accountability. Nice to Have’s: ● Automotive or dealer-facing marketplace experience strongly preferred. ● MBA or advanced degree. ● In-depth knowledge of vehicle remarketing industry trends and best practices. ● Familiarity with CRM software and sales analytics tools. What We Offer: Competitive pay Medical, dental, and vision benefits with employer HSA contributions (US) and FSA options (US) Immediately vested 401K (US) or RRSP (Canada) with company match Paid Vacation, Personal, and Sick Time Paid maternity and paternity leave (US) Employer-paid short-term disability, long-term disability, life insurance, and AD&D (US) Robust Employee Assistance Program Employer paid Leap into Service Day to volunteer Tuition Reimbursement for eligible programs Opportunities to expand your skill set and share your knowledge across a publicly traded, global organization Company culture of internal promotions, diverse career paths, and meaningful advancement Sound like a match? Apply Now - We can't wait to hear from you!