Senior Sales Executive

ACV•Tulsa, OK

About The Position

ACV is seeking a resilient, tenacious sales professional to drive new business growth and expand dealer partnerships across an assigned territory. The Senior Sales Executive grows ACV’s market share and owns the full sales cycle, from identifying and engaging prospects to converting them into loyal dealer partners. The role is territory-based and emphasizes in-person relationship building, trust, transparency, and credibility with dealer partners. The Senior Sales Executive develops prospective dealership accounts, qualifies opportunities, leads discovery meetings and platform demonstrations, presents ACV’s products and services, negotiates and closes seller agreements, and coordinates with Territory Managers on target accounts and customer handoffs. The role also involves managing sales activity and pipeline data in Salesforce, meeting sales and revenue targets, and monitoring regional market dynamics.

Requirements

At least 7 years of B2B field sales experience, with a proven record of opening new accounts and expanding business.
At least 5 years of sales experience in the automotive industry.
A track record of 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, including using data to make decisions, prioritize outreach, and assess opportunity size and priority.
Comfort with daily field work and travel throughout the assigned geographic area to meet prospective and active dealerships.
Strong relationship-building skills in person, over the phone, and in writing.
Business acumen and a solid understanding of retail and wholesale marketplaces and how to position ACV Auctions within them.
Strategic foresight and ability to build effective internal and external relationships.
A resilient, solutions-oriented approach to turning objections into opportunities using data-backed insight 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 use of a validly registered and insured motor vehicle.

Nice To Haves

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

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 attendance at regional and local events to develop relationships with decision-makers.
Qualify prospects using ACV’s opportunity framework, assessing business volume, current channel mix, decision-makers, and competitive displacement potential.
Lead in-person discovery meetings to understand prospects’ operations, sales workflows, challenges, and auction relationships.
Present ACV’s products and services in relation to dealers’ current channels, using data and ACV’s value proposition.
Conduct live, in-person platform demonstrations and educate dealers about 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, share prospect intelligence, and hand off 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.