OEM Business Development Director - Incentives
About The Position
TRUECar is hiring an OEM Business Development Director to expand its commercial footprint among automotive OEMs and captive finance organizations that are not yet in its partner ecosystem. This is a new-logo role focused on originating, structuring, and closing net-new revenue opportunities. The director will identify whitespace across the OEM landscape, determine where TRUECar’s data, platform, and incentive capabilities can create commercial value, and build the relationships and deal structures needed to secure signed agreements. The role works alongside a counterpart who manages existing OEM accounts, with responsibility for developing partnerships that can be handed off to that team. The director owns the full enterprise business-development cycle, from prospecting and opportunity qualification through proposal development, negotiation, agreement execution, and handoff. Deals range from $50,000 to more than $10 million annually. The role also includes maintaining market and competitive intelligence, representing TRUECar at industry events with a commercial plan, and coordinating internal expertise from product, data, legal, and finance as needed.
Requirements
- At least 10 years of experience in automotive OEM business development, enterprise sales, or a comparable commercial function, with direct experience selling to or working within OEM marketing, incentive, or captive finance organizations.
- A track record of originating and closing enterprise-scale commercial partnerships, including sourcing opportunities, structuring deals, and executing agreements; candidates should be able to provide specific examples.
- Deep understanding of automotive OEM purchasing and partnership decisions, including budget ownership, evaluation influencers, and how to build internal champions at multiple levels.
- Strong analytical fluency, including the ability to build commercial cases, evaluate revenue potential, and present data-supported recommendations to senior decision-makers.
- Ability to manage a complex, multi-stage pipeline with disciplined tracking, accurate status communication, and sound judgment about when to accelerate or walk away.
- Direct, precise written and verbal communication skills.
- Willingness to travel up to 40% of the time.
- Bachelor’s degree in Business, Finance, Economics, Engineering, or a related field.
Responsibilities
- Map and maintain whitespace across OEM and captive finance organizations by brand, business unit, and program type.
- Generate a qualified pipeline of new commercial opportunities through outreach, industry relationships, conference participation, and systematic prospecting.
- Qualify opportunities by assessing commercial fit, budget authority, decision timelines, and strategic objectives before committing internal resources.
- Develop partnership proposals tailored to prospects’ business objectives, including data products, platform integration, incentive distribution, and co-marketing.
- Structure commercially sound and executable partnership agreements.
- Lead negotiations and execution of new agreements from term sheet through signature, including deals ranging from $50,000 to more than $10 million annually.
- Coordinate product, data, legal, and finance expertise to strengthen deals or accelerate decisions, and remain accountable for the outcome.
- Track changes in OEM marketing and incentive budgets, captive finance organizations’ digital activity, and TRUECar’s competitive position; share actionable intelligence with product and leadership.
- Represent TRUECar at industry conferences and events with defined commercial targets, asks, and follow-through.
- Document and hand off newly closed partnerships to account management, including relationship context, commercial terms, open commitments, and near-term client expectations.
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What This Job Offers
Job Type
Full-time
Career Level
Director
