Auto Loans Sales Enablement Manager

LendingTree•Charlotte, NC

About The Position

Auto Sales Operations & Enablement Leader RESPONSIBILITIES • Administer, synchronize, and optimize the technology stack supporting auto lending workflows—including CRM, telephony systems, lead distribution tools, and lender/partner integrations. • Enhance sales productivity by simplifying processes, identifying operational friction, and evaluating tools that support auto loan consultations, refinance workflows, and protection product sales (e.g., GAP, VSC). • Own CRM administration (Salesforce or similar) including configuration, reporting, workflow optimization, and prioritization of auto-specific enhancements. • Create and maintain documentation on auto sales processes, partner/lender requirements, product guidelines, sales policies, and training materials (i.e., auto sales playbook). Support onboarding of new sales and operations team members. • Collaborate with sales leadership to develop incentive programs, KPIs, and reporting frameworks that improve conversion across auto loan, refinance, and F&I product sales. • Generate data-driven insights on lead quality, conversion trends, partner performance, and fulfillment outcomes to guide sales strategy and performance optimization. • Own end-to-end sales process visibility and conversion metrics for the auto sales funnel, including lead assignment, consultative outreach, documentation flow, and product attach rates. • Partner with sales staff to assist in quota achievement through better tooling, process clarity, automation opportunities, and operational support. • Work cross-functionally with marketing and sales teams to refine lead qualification criteria, evaluate campaign performance, and support dashboard/report development. • Focus on continuous improvement of auto lending sales processes and enablement, ensuring consistency, accuracy, compliance, and optimal partner alignment. • Contribute to enhancing ongoing/renewal processes, including follow-up consults, term adjustments, or additional product opportunities relevant to auto finance customers. • Support development and growth of the sales team, including hiring, training, and ongoing skill development with an emphasis on auto lending and protection products. • Ensure accurate and timely usage of the CRM system to support forecasting, pipeline reporting, partner program tracking, and audit-ready client activity logs.

Requirements

Demonstrated success in sales operations, business operations, revenue operations, or similar roles—ideally within auto finance, lending, refinance, or F&I product environments.
Ability to understand high-level auto lending and refinance sales strategies, translate them into system and process requirements, and ensure execution that supports measurable business impact.
Proven CRM/Salesforce experience, including configuring auto-specific workflows, building views and reports, optimizing sales processes, onboarding new hires, managing dashboards, and administering Sales/Service Cloud.
Track record of driving change and removing operational hurdles in high-growth environments; ability to work cross-functionally with Product, Compliance, Marketing, Finance, and Technology teams.
Strong quantitative and analytical skills, with the ability to extract insights from performance data, funnel analytics, partner metrics, and customer behavior.
Excellent communication skills, including the ability to present findings and recommendations to executive leadership and cross-functional stakeholders.
Strong organizational and project-management capabilities, with experience managing multiple initiatives in a fast-paced environment.
Bachelor’s degree required
5+ years in sales operations, business operations, revenue operations, or business systems
Experience building or managing a sales ops or enablement team

Nice To Haves

Salesforce Administrator certification is a plus
Experience in auto lending, auto refinance, F&I product sales, or consumer lending is strongly preferred

Responsibilities

Administer, synchronize, and optimize the technology stack supporting auto lending workflows—including CRM, telephony systems, lead distribution tools, and lender/partner integrations.
Enhance sales productivity by simplifying processes, identifying operational friction, and evaluating tools that support auto loan consultations, refinance workflows, and protection product sales (e.g., GAP, VSC).
Own CRM administration (Salesforce or similar) including configuration, reporting, workflow optimization, and prioritization of auto-specific enhancements.
Create and maintain documentation on auto sales processes, partner/lender requirements, product guidelines, sales policies, and training materials (i.e., auto sales playbook). Support onboarding of new sales and operations team members.
Collaborate with sales leadership to develop incentive programs, KPIs, and reporting frameworks that improve conversion across auto loan, refinance, and F&I product sales.
Generate data-driven insights on lead quality, conversion trends, partner performance, and fulfillment outcomes to guide sales strategy and performance optimization.
Own end-to-end sales process visibility and conversion metrics for the auto sales funnel, including lead assignment, consultative outreach, documentation flow, and product attach rates.
Partner with sales staff to assist in quota achievement through better tooling, process clarity, automation opportunities, and operational support.
Work cross-functionally with marketing and sales teams to refine lead qualification criteria, evaluate campaign performance, and support dashboard/report development.
Focus on continuous improvement of auto lending sales processes and enablement, ensuring consistency, accuracy, compliance, and optimal partner alignment.
Contribute to enhancing ongoing/renewal processes, including follow-up consults, term adjustments, or additional product opportunities relevant to auto finance customers.
Support development and growth of the sales team, including hiring, training, and ongoing skill development with an emphasis on auto lending and protection products.
Ensure accurate and timely usage of the CRM system to support forecasting, pipeline reporting, partner program tracking, and audit-ready client activity logs.