Sr. Director, Regional Marketplace Sales

OPENLANE • Richmond, BC

3d • Remote

About The Position

At OPENLANE, we make wholesale easy so our customers can be more successful. We are a technology company building the world’s most advanced—and uncomplicated—digital marketplace for used vehicles. We are a data company helping customers buy and sell smarter with clear, actionable insights they can understand and use. And we are an innovation company accelerating the future of wholesale remarketing through curiosity, collaboration, and an entrepreneurial spirit.

We are seeking a Senior Director, Sales – Western with experience in driving regional revenue, volume growth, and market share expansion. You will be part of the OPENLANE sales team responsible for leading the sales strategy and execution across British Columbia. Your role is clear, you will drive growth and retention in British Columbia, competing against entrenched wholesale competitors, and coaching a regional team of nearly 30 outside sales leaders and individual contributors. The ideal candidate will have 10+ years of progressive sales leadership experience in the automotive industry.

Requirements

• 10+ years of progressive sales leadership experience.
• Proven track record of driving revenue and market share growth in competitive, underpenetrated, or turnaround markets.
• Strong existing relationships within the Western automotive industry, particularly Vancouver.
• Experience competing against traditional or relationship-based competitors.
• Must reside in the Western region (ideally Vancouver).
• Ability and willingness to travel approximately 80%.
• Bachelor's degree or equivalent experience.
• Demonstrated ability to lead distributed teams and drive accountability.
• Deep understanding of territory strategy, market penetration, and developing focused growth strategies.
• Deep understanding of the Western automotive industry, particularly Alberta, and the traditional wholesale competitive landscape.
• Ability to align regional pricing and commercial strategy with volume growth goals to maximize competitiveness.
• Proven ability to lead, coach, and hold accountable a nearly 30 plus person regional sales team across inside and field roles.
• Expertise in identifying greenfield dealer opportunities, leading targeted winback initiatives, and re-establishing OPENLANE as the preferred marketplace partner.
• Proficiency in establishing structured operating rhythms including pipeline reviews, forecasting cadence, and performance tracking.
• Ability to improve CRM utilization and data discipline to increase transparency and productivity.
• Ability to leverage market intelligence, monitor sales metrics, and implement data-driven strategies to optimize sales effectiveness.
• Familiarity with CRM software, sales analytics tools, and Google Suite or similar productivity tools.

Nice To Haves

• Automotive or dealer-facing marketplace experience strongly preferred.
• MBA or advanced degree.
• In-depth knowledge of vehicle remarketing industry trends and best practices.
• Familiarity with CRM software and sales analytics tools.

Responsibilities

• Develop and execute a focused Western growth strategy, targeting winback initiatives, and aggressively competing against wholesale competitors to drive revenue and volume growth.
• Lead, coach, and hold accountable a 30 plus person regional sales team, establish structured operating rhythms, and upgrade talent to support growth objectives.
• Maintain a strong in-market presence with extensive travel, rebuilding relationships with dealers and serving as OPENLANE’s senior representative.
• Own regional pricing strategy, articulate marketplace advantages, and ensure efficient processes and effective pipeline management.

Benefits

• Competitive pay
• Medical, dental, and vision benefits with employer HSA contributions (US) and FSA options (US)
• Immediately vested 401K (US) or RRSP (Canada) with company match
• Paid Vacation, Personal, and Sick Time
• Paid maternity and paternity leave (US)
• Employer-paid short-term disability, long-term disability, life insurance, and AD&D (US)
• Robust Employee Assistance Program
• Employer paid Leap into Service Day to volunteer
• Tuition Reimbursement for eligible programs
• Opportunities to expand your skill set and share your knowledge across a publicly traded, global organization
• Company culture of internal promotions, diverse career paths, and meaningful advancement

What This Job Offers

• Job Type: Full-time
• Career Level: Director