Senior Sales Executive

ACV • Indianapolis, IN

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 across an assigned territory. The Senior Sales Executive owns the full sales cycle, from identifying and engaging prospects to converting them into dealer partners, with the goal of growing ACV’s market share. The role emphasizes in-person relationship building, consistent outreach, and a trust-based, data-driven approach to selling ACV’s digital marketplace and related products and services.

The position works closely with Territory Managers to coordinate target accounts and handoffs, and uses Salesforce to manage the pipeline, track sales activity, and report results. The role is territory-based and involves daily fieldwork and travel to dealerships, as well as possible travel outside the assigned area for meetings or training. Compensation includes eligibility for ACV’s incentive compensation plan, with a 100% uncapped variable incentive target.

Requirements

• At least 7 years of B2B field sales experience, with a proven record of opening new accounts and driving business expansion.
• At least 5 years of experience selling within the automotive industry.
• A track record of closing deals with high-level 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 with daily fieldwork and travel throughout the geographic territory to meet prospective and active dealerships.
• Strong relationship-building skills in person, over the phone, and in writing.
• Business acumen and 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.
• Resilient, solutions-oriented approach to turning objections into opportunities with data-backed insight and a compelling value proposition.
• Fluency in English, including reading, writing, speaking, and comprehension.
• Valid driver’s license and use of a validly registered and insured motor vehicle.
• Ability to travel outside the assigned geographic area for meetings or training as required.

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.

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 attendance at regional and local events.
• 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’ workflows, challenges, and current auction relationships.
• Present ACV products and services using a data-driven case grounded in ACV’s value proposition and the dealer’s current channels.
• 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 structure.
• 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, parental leave, bereavement leave, jury duty leave, voting leave, and other paid leave required by applicable law or regulation.
• 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