Senior Sales Executive

ACV•Columbus, OH

About The Position

ACV Auctions 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. This is a mobile, territory-based role centered on in-person dealership visits, relationship-building, and developing ACV’s market share. The role represents ACV through trusted, transparent, and credible interactions with dealer partners. The Senior Sales Executive builds a prioritized prospect pipeline, qualifies opportunities, leads discovery meetings and platform demonstrations, positions ACV’s products and services, and negotiates and closes seller agreements. The role collaborates with Territory Managers on target accounts and customer handoffs, maintains accurate Salesforce records, meets sales and revenue targets, and shares feedback on 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 to manage, plan, and report on a sales pipeline; Salesforce is preferred.
Strong analytical skills and demonstrated ability to use data to make decisions, size opportunities, and prioritize outreach.
Comfort working in the field daily 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 the ability to build internal and external relationships that support long-term success.
A 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 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 prospect outreach through in-person dealership visits, phone engagement, and participation in regional and local events.
Qualify prospects using ACV’s opportunity framework, including assessing business volume, channel mix, decision-makers, and competitive displacement potential.
Lead in-person discovery meetings to understand prospects’ operations, sales workflows, challenges, and auction relationships.
Present a data-driven case for ACV’s products and services relative to dealers’ current channels.
Conduct live in-person platform demonstrations and educate dealers on ACV’s operating policies.
Introduce additional ACV product lines to support full-service solutions for customers.
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 and provide feedback on regional market dynamics and trends.
Perform other duties as assigned.