Senior Sales Executive

ACV•Indianapolis, IN

About The Position

ACV Auctions is seeking a resilient, tenacious sales professional to drive new business growth and expand dealer partnerships within an assigned territory. The Senior Sales Executive owns the full sales cycle, from identifying and engaging prospects to converting them into dealer partners, and is expected to manage the territory with an entrepreneurial approach through in-person relationship building and persistent follow-through. The role represents ACV to dealer partners through trust, transparency, and credibility. The position focuses on acquiring new franchise and independent dealership accounts, evaluating their business opportunities and existing auction relationships, presenting ACV’s products and services, and negotiating seller agreements. The Senior Sales Executive collaborates with Territory Managers on account strategy and handoffs, maintains accurate Salesforce pipeline records, meets sales and revenue targets, and monitors regional market dynamics. This is a mobile, territory-based field sales role requiring daily travel within the assigned area and occasional travel outside it for meetings or training.

Requirements

At least 7 years of B2B field sales experience, with a proven track record of opening new accounts and expanding business.
At least 5 years of experience selling within the automotive industry.
Demonstrated success closing deals with senior decision-makers, including Dealer Principals, CEOs, and COOs.
CRM fluency for managing, planning, and reporting on a sales pipeline; Salesforce is preferred.
Strong analytical skills and demonstrated ability to use data to make decisions, prioritize outreach, and size opportunities.
Comfort working daily in the field and traveling throughout the assigned geographic area to meet prospective and active dealerships.
Strong relationship-building skills in person, by phone, and in writing.
Business acumen and a solid understanding of the retail and wholesale marketplace and how to position ACV Auctions within it.
Strategic foresight and ability to build effective internal and external relationships for long-term success.
Resilient, solutions-oriented approach to turning objections into opportunities with data-backed insights and a compelling value proposition.
Ability to travel outside the assigned geographic area for meetings or training as required.
Fluency in English, including reading, writing, speaking, and comprehension.
Valid driver’s license and access to a validly registered and insured motor vehicle.

Nice To Haves

Experience with a digital wholesale platform is strongly preferred.
Prior experience in a paired or split field sales model, such as hunter/farmer or SDR/AE, is preferred.
Salesforce experience is preferred.

Responsibilities

Build and maintain a prioritized prospect list of new franchise and independent dealership rooftops within the assigned territory.
Conduct high-volume outreach through in-person dealership visits, phone engagement, and regional or local events to build relationships with decision-makers.
Qualify prospects using ACV’s opportunity framework, assessing business volume, channel mix, decision-makers, and competitive displacement potential.
Lead in-person discovery meetings to understand prospects’ operational and sales workflows, challenges, and existing auction relationships.
Present ACV’s products and services in relation to dealers’ existing channels, using data and ACV’s value proposition.
Conduct live, in-person platform demonstrations and educate dealers on ACV’s operating policies.
Introduce additional ACV product lines to provide customers with a full-service solution.
Negotiate and close seller agreements, including pricing structures.
Coordinate with Territory Managers on target accounts, prospect intelligence, and handoffs for newly activated rooftops.
Record and use Salesforce data daily for pipeline management, sales activity tracking, and reporting.
Consistently achieve or exceed established sales and revenue targets.
Track, understand, and provide feedback on regional market dynamics and trends.
Perform other duties as assigned.