Account Director

Dealerware•Austin, TX

About The Position

About Dealerware Dealerware transforms the automotive retailers of today into the mobility network of tomorrow. Launched in 2016, Dealerware manages tens of thousands of vehicles at dealerships in North America across every major manufacturer brand. Dealerware is committed to being a people-first culture and a great place to work for all, with flexible scheduling, unlimited PTO, extensive benefits, a core value of Diversity, Equity & Inclusion, and a leadership and management team that defaults to being supportive and accessible. In 2026, Dealerware was recognized by Built In as one of their Best Startups to Work for in Austin for the fifth consecutive year. Dealerware is seeking a strategic Account Director focused on expanding and maximizing value within our existing customer base. This role is responsible for deepening relationships with dealership partners and identifying opportunities to grow revenue through product expansion, additional rooftop adoption, and new solution deployments. You’ll build strong relationships with dealerships and dealer groups and leverage the MEDDIC methodology to qualify and convert leads. You will work closely with Customer Experience, Product, Marketing, and Sales leadership to identify expansion opportunities, drive adoption of additional Dealerware solutions, and ensure our customers fully realize the value of the Dealerware platform.

Requirements

5–7 years of outside sales experience selling tailored SaaS solutions to automotive dealerships or OEMs/dealer groups.
Experience selling fixed ops, mobility, or fleet management solutions.
Proven track record of exceeding B2B sales quotas and closing high-value deals.
Extensive dealership contacts and strong relationships within the automotive industry.
Ability to travel up to 50%, including overnight travel.
Expertise in consultative, solution-based selling that aligns a client’s business needs with a tailored solution.
Strong experience in pipeline development, sales strategy, and revenue forecasting.
Experience managing sales processes in Salesforce CRM and Outreach.

Nice To Haves

Deep knowledge of automotive retail operations and dealership profitability models
Sales experience with OEMs.

Responsibilities

Drive revenue growth within existing dealership and dealer group accounts through product adoption, upselling, and cross-selling of Dealerware solutions.
Identify expansion opportunities, including additional rooftops, new product adoption, and expanded platform usage.
Develop deep relationships with dealership leadership and operational stakeholders to understand evolving business needs.
Conduct compelling product demonstrations that showcase Dealerware’s impact on dealership operations and profitability.
Serve as a strategic advisor to customers, helping them optimize fleet utilization, operational efficiency, and profitability through Dealerware.
Build long-term, trusted relationships with key decision-makers at dealerships, dealer groups, and OEMs.
Oversee contract negotiations to align on pricing, terms, and long-term success metrics.
Collaborate with internal teams to refine regional sales strategies and drive product adoption.
Maintain accurate pipeline tracking, sales forecasting, and CRM data management in Salesforce.
Serve as the voice of the customer, providing valuable feedback to influence product development and company strategy.