Sales Manager

ATI • Woburn, MA

2h • Hybrid

About The Position

Automated Tire (ATI) is revolutionizing tire changing and wheel balancing with advanced robotics, aiming to transform automotive service. Founded by experienced entrepreneurs and supported by industry leaders, ATI is developing technology to redefine car servicing. The team combines robotics expertise with practical deployment experience, rapidly moving from prototype to production and scaling solutions in the field. This role is for the first commercial hire, a Sales Manager / Founding Account Executive, responsible for securing ATI's initial customers. It's a quota-carrying, deal-closing position where strategy and team-building will emerge from the sales activities. The role involves extensive direct selling, including account management, discovery calls, product demonstrations, ROI analysis, proposal development, and closing deals. As the sales pipeline and revenue grow, the role will expand to define the sales strategy and recruit additional sales team members (AEs and BDRs). The ideal candidate is a proactive 'player-coach' with a strong preference for 'player' activities. Prior experience selling automotive SaaS or dealer-tech solutions is highly valued, along with existing relationships and credibility within the automotive service ecosystem. This is a unique opportunity for a driven closer in the automotive SaaS/dealer-tech space to take on the founding sales role at a robotics company addressing a significant problem in automotive service.

Requirements

• 7+ years of B2B sales experience with a proven track record of carrying and exceeding individual quotas, focusing on direct deal closing.
• Experience in Automotive SaaS or dealer-tech, having sold software, computer-vision, or technology platforms to dealer service drives, tire/service retail networks, or fleet operators.
• Strong closing instincts, with the ability to articulate specific deals sourced and closed in the last 24 months.
• Proficiency in enterprise-grade selling, comfortable engaging with various stakeholders like Fixed Ops, Service Directors, Tire Directors, COOs, GMs, Dealer Principals, and franchise leadership.
• Fluency in selling a hybrid model of capital equipment and recurring revenue (software/service subscriptions), including credible ROI modeling.
• Field-rep mentality, comfortable working in shop floor environments, service drives, tire bays, and attending industry events (NADA, SEMA, TIA, Heavy Duty Aftermarket Week).
• Strong CRM discipline, with experience using Salesforce or HubSpot, maintaining clean pipeline hygiene, and providing accurate forecasts.

Nice To Haves

• Existing relationships with top-100 US dealer groups, national tire retail buyers, or large mixed fleets.
• Previous experience as the first or second sales hire at a venture-backed startup.
• Hands-on familiarity with the operational realities of tire bays, dealer service lanes, or fleet maintenance.
• Based on the East Coast, ideally within commuting distance of Greater Boston.
• Experience selling automotive service equipment with a software layer, particularly connected or data products.

Responsibilities

• Carry the number and personally close ATI’s first wave of enterprise opportunities, with individual quota attainment being the primary measure of success in the first year.
• Manage the full sales cycle, including prospecting, qualifying, discovery, demos, ROI modeling, pricing, negotiation, and closing, without immediate team support.
• Secure initial lighthouse customer accounts within dealer groups, national tire retailers (e.g., Discount Tire, Mavis, Monro), and large fleet operators.
• Leverage existing network within the automotive SaaS or dealer-tech sector to expedite sales cycles and gain access to key decision-makers.
• Develop and document the sales playbook, including ICP definition, messaging, objection handling, and pricing, based on successful sales activities.
• Assist in hiring and onboarding the first Account Executives (AEs) and Business Development Representatives (BDRs) once the sales motion is repeatable and pipeline growth justifies it.
• Act as the voice of the customer, providing feedback from demos, lost deals, and customer interactions to Product, Engineering, and Deployment teams.
• Coordinate with Deployment and Customer Success teams for smooth post-sale handoffs, ensuring high utilization and identifying expansion opportunities within customer accounts.

Benefits

• Opportunity to define a new category in automotive service automation.
• A founder-adjacent role with direct impact on company revenue and pipeline.
• Working with a system that is already in market with paying customers and a clear growth path.
• Potential to build and lead the first AE/BDR sales team.
• Strategic backing from investors with deep automotive and tire industry relationships.
• A founding team with a proven track record in scaling robotics into operational environments.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed