Vehicles Partnership Lead

eBay•Salt Lake City, UT

1d•$103,600 - $177,800•Remote

About The Position

Caramel, an eBay company, is a fast-growing auto tech business redefining how independent dealers and private parties complete car sales by streamlining funding, paperwork, and motor vehicle department processes to deliver faster, safer transactions across the US. Many independent dealers struggle to access modern tools and support to confidently complete multiple types of car sales; Caramel empowers them with best-in-class F&I partners, the ability to skip time-consuming administrative tasks, a safe way to transact with consumers nationwide, and access to auto experts to support every deal. As part of our dealer channel expansion, eBay is scaling both the Caramel-powered independent dealer channel and our broader dealer program, relying on dealerships and institutional vehicle sellers to drive inventory selection and GMV. The US Vehicles Partnership Lead will report to the Director Dealers & Partnerships. They will be a key partner to the Head of Dealer Services, US Vehicles leadership, and dealer program leaders. They will help develop and implement the collaborative approach that supports growth across these dealer channels. This home-based role focuses on building and scaling strategic relationships with industry vendors and dealer organizations—including NIADA, NADA, state independent dealer associations, technology and service providers, and other ecosystem partners—to source, activate, and grow dealer relationships and programs. You will partner with leadership on strategy while serving as a day-to-day owner for select high-impact partnerships, turning industry relationships into scalable initiatives and pipelines that accelerate dealer acquisition, activation, and vehicle sales volume across eBay Motors and Caramel.

Requirements

5+ years of related experience in sales, business development, strategic partnerships, channel/alliances, or a similar revenue-generating role, ideally within marketplace, ecommerce, automotive, or auto-tech environments.
Demonstrated success building and scaling joint programs with industry organizations and vendors—such as trade associations, dealer groups, software/technology providers, lenders, or service partners—that deliver measurable business results.
Excellent communication, interpersonal, negotiation, and presentation skills, with the ability to influence senior stakeholders at associations, partner organizations, and within eBay, and to translate complex partnership and product concepts into clear, compelling narratives.
Strong analytical and data-driven mindset, with experience using performance data to identify trends, conduct root-cause analysis, and develop strategies and recommendations that drive partner and dealer growth.
Proven track record of ownership and results, including meeting or exceeding sales or partnership targets, building strong networks of dealers and ecosystem partners, and operating effectively in fast-evolving, ambiguous environments.

Nice To Haves

Automotive industry experience and familiarity with dealer operations, dealer associations, or vehicle marketplaces are strongly preferred; adjacent experience in fintech, SaaS, or other B2B2C platforms is also valuable.

Responsibilities

Co-develop and refine the US Vehicles industry partnership strategy across both the Caramel independent dealer channel and eBay’s broader dealer program, focusing on associations, vendors, and ecosystem partners that can deliver scalable dealer growth.
Identify, negotiate, and launch high-impact strategic partnerships with dealer associations, technology and service providers, lenders, and other ecosystem players—building value propositions and commercial structures that support eBay’s online checkout experience and expand vehicle selection and sales volume.
Serve as the primary relationship owner for priority partners, leading executive engagement, joint business planning, and governance rhythms to ensure programs are executed effectively and expanded where successful.
Design and run partner go-to-market initiatives—such as co-branded campaigns, webinars, conference activations, sponsorships, and training programs—that generate qualified opportunities and leads for Dealer Services, Dealer Activation, and Dealer Account Executives.
Translate partner opportunities into clear operating plans by collaborating with Dealer Services, Dealer Activation, Dealer Account Executives, Marketing, Product, Risk, Finance, and Operations to define lead flows, handoffs, enablement, and success metrics so partner-sourced demand is captured and scaled.
Track and analyze partner performance across the funnel (leads, dealer acquisition, activation, engagement, inventory, and GMV), providing regular reporting and insights to optimize partnerships, inform investment decisions, and shape broader US Vehicles and Caramel strategy.