Senior Sales Executive

ACV • Rochester, NY

1d • $70,000 - $95,000

About The Position

ACV 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 sales cycle—from identifying and engaging prospects to converting them into dealer partners—and works to grow ACV’s market share. The role is territory-based and emphasizes in-person dealership visits, face-to-face relationship building, and trust, transparency, and credibility with dealer partners.

The Senior Sales Executive develops and qualifies prospects, conducts discovery meetings and platform demonstrations, positions ACV’s products and services, negotiates and closes seller agreements, and coordinates with Territory Managers on target accounts and handoffs. The role also uses Salesforce for pipeline and activity management, tracks market dynamics, and is accountable for consistently meeting or exceeding sales and revenue targets. Travel throughout the assigned territory, and occasional travel outside it for meetings or training, is required.

The position is eligible for additional compensation under ACV’s incentive compensation plan, with a 100% uncapped variable incentive target. ACV does not provide immigration or work visa sponsorship for this position.

Requirements

• 7 or more years of B2B field sales experience, with a proven record of opening new accounts and expanding business.
• 5 or more years of sales experience in the automotive industry.
• 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 and demonstrated ability to use data to make decisions, prioritize outreach, and size opportunities.
• Comfort working in the field daily and traveling throughout the geographic area to meet prospective and active dealerships.
• Strong relationship-building skills in person, by phone, and in writing.
• Strong business acumen and understanding of retail and wholesale marketplaces and how to position ACV Auctions within them.
• Strategic foresight and ability to build productive internal and external relationships.
• Resilient, solutions-oriented approach to turning objections into opportunities using 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 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 in the assigned territory.
• Conduct high-volume outreach through in-person dealership visits, phone engagement, and participation in regional and local events to develop decision-maker relationships.
• Qualify prospects using ACV’s opportunity framework, assessing business volume opportunities, channel mix, decision-makers, and competitive displacement potential.
• Lead in-person discovery meetings to understand prospects’ operational and sales workflows, challenges, and current auction relationships.
• Present ACV’s products and services in relation to dealers’ current channels, using a data-driven case grounded in ACV’s value proposition.
• Conduct live, in-person platform demonstrations and educate dealers about ACV’s operating policies.
• Introduce additional ACV product lines to support a full-service customer 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 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.

Benefits

• Multiple medical plans, including a high-deductible, low-cost health plan.
• Company-sponsored paid short-term disability, long-term disability, and life insurance.
• Optional dental, vision, supplemental life/AD&D, legal/ID protection, accident, and critical illness insurance.
• Uncapped vacation days; paid sick days; six paid company holidays; two floating holidays; and parental, bereavement, jury duty, voting, and other legally required paid leave.
• Employee Stock Purchase Program and additional opportunities to earn company stock.
• Company 401(k) retirement plan.
• Learning and development opportunities.
• Incentive compensation plan with a 100% uncapped variable incentive target.

What This Job Offers

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