Strategic Accounts Manager, Business Development

OPENLANE•Carmel, IN

About The Position

At OPENLANE, we make wholesale easy so our customers can be more successful. We’re a technology company building the world’s most advanced—and uncomplicated—digital marketplace for used vehicles. We’re a data company helping customers buy and sell smarter with clear, actionable insights they can understand and use. And we’re an innovation company accelerating the future of wholesale remarketing through curiosity, collaboration, and an entrepreneurial spirit. We're Looking For: A Strategic Accounts Manager who will drive business development, build strong client relationships, and accelerate revenue growth. In this role, you will own the full enterprise lifecycle for your accounts: securing new business, leading initial onboarding and workflow configurations, and managing existing accounts to ensure long-term client success. You will be responsible for proactively scheduling and conducting regular meetings with your clients, addressing concerns, and identifying opportunities to close upselling and cross-selling opportunities for our services and products.

Requirements

5+ years of customer-relations focused or industry-related experience.
Bachelor's degree in logistics, business, or related field or equivalent professional experience.
Superior communication and presentation skills.
Ability to adapt and thrive in a fast-paced environment.
Deep understanding of account management and customer retention strategies within a financial or repo environment.
Proven experience in full-cycle sales, business development, and enterprise-level client onboarding.
Ability to translate operational workflows into technical platform settings and collaborate with product/engineering teams on optimization.

Nice To Haves

Proficiency in Google Workspace.
User experience with RDN (Recovery Database Network) or other SaaS platforms.
Experience using HubSpot or other CRM software.
Background in financial services, automotive finance, or recovery industries.

Responsibilities

Cultivate and nurture strong, long-term partnerships with key client stakeholders.
Proactively schedule and conduct regular meetings to assess satisfaction and ensure ongoing success.
Serve as the primary point of contact for all client issues, ensuring timely resolution through effective problem-solving and escalation.
Identify, facilitate, and close upselling and cross-selling opportunities.
Set and diligently work towards meeting or exceeding ambitious sales and revenue targets.
Deliver tailored training and demonstrations of new products to showcase added value.
Translate client operational workflows into ideal platform settings for seamless launch.
Provide expert guidance to clients to create profitable business processes and meet their objectives.
Partner with internal product and development teams on technical onboarding and optimization.
Partner with Legal to coordinate the execution of new agreements, addendums, and renewals.
Analyze competition to implement innovative approaches for maximizing customer retention.
Ensuring seamless platform launches by aligning technical settings with client workflows.
Maintaining a consistent cadence of client engagement and satisfaction reviews.
Achieving measurable growth in account value through successful cross-selling and upselling.
Securing high retention rates by proactively addressing client concerns and evolving requirements.

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