Digital Marketplace Sales Lead

Hagerty

4d•Remote

About The Position

As the Digital Marketplace Sales Lead, you’ll develop and execute strategies to build and expand our professional seller pipeline, focusing on increasing professional seller engagement and inventory submissions across our digital marketplace. The ideal candidate will have a deep understanding of the enthusiast automotive industry, strong relationship-building skills, and a strong track record of driving revenue growth through professional acquisition and engagement.

Requirements

8+ years in B2B sales or business development, including at least 3 in a dealer-facing, marketplace, or consignment environment.
Demonstrated record of building a channel from a low base rather than inheriting an established book.
Proven track record of exceeding sales targets and building successful relationships that lead to increased engagement and revenue.
Working fluency in dealer economics: floorplan cost, days to turn, gross per unit, and wholesale versus retail exit decisions.
Comfort being measured on downstream outcomes you influence but do not fully control.
Ability to travel up to 40%, including auctions, seller visits, and industry events.
Strong relationship management and team building skills; views team concept as critical to model.
Strong understanding of digital marketplaces, online auctions, and the automotive industry.
Exceptional communication, negotiation, and relationship-building skills.
Experience in sales pipeline management, forecasting, revenue operations, and incentive planning.
Excellent attention to detail and organizational skills.
Data-driven mindset with experience using CRM tools, analytics platforms, and performance metrics to guide decision-making.
Ability to work autonomously to navigate day-to-day problems with minimal oversight.
Ability to follow market trends and inform the team on obstacles as well as opportunities

Nice To Haves

Familiarity with public company requirements, including Sarbanes Oxley and key regulations, if applicable. For SOX compliant roles, responsible for designing, executing, and documenting internal controls where they have been identified as owners to prevent errors in financial reporting, processes, and business operations. Including attestation to the completeness, accuracy, and compliance of all financial reporting data, where applicable.

Responsibilities

Identify and engage with high-potential professional sellers, building long-term relationships that lead to consistent inventory on Digital Marketplace.
Build and manage a segmented pipeline of dealers, professional consignors, and collection managers. Forecast monthly against targets you will be held to.
Qualify sellers against inventory quality and reserve discipline standards before activation.
Negotiate listing agreements, volume commitments, and fee terms within approved parameters.
Develop and implement strategies to attract new professional sellers to the platform, expanding our marketplace offerings, and driving growth.
Act as the primary point of contact for professional sellers, offering support, guidance, and tailored solutions to ensure they effectively use the platform.
Collaborate with internal teams (operations, marketing, and product) to enhance dealer experience and any follow feedback through resolution.
Develop and implement retention strategies to keep professional sellers actively submitting inventory and highly engaged with the platform.
Conduct regular business and performance reviews with professional sellers while disseminating insights to cross functional stakeholders.
Assist in valuating vehicles, ensuring that pricing reflects market trends, professional seller input, and Hagerty's valuation guidelines.
Monitor the performance of listings to ensure they are competitive, optimizing the presentation of vehicles on the platform to maximize buyer interest.
Stay informed on industry trends, competitor platforms, and professional seller needs to adapt strategies and ensure Hagerty remains a top choice for dealers.
Utilize data-driven insights to refine outreach strategies, measure success, and optimize the dealer acquisition process.