Enterprise Account Manager - Automotive Dealership Groups

About AppraisalPROAppraisalPRO is the premier automotive diagnostic solution designed specifically for dealerships, helping them maximize profits on vehicle appraisals through precision OBD-II scanning and reconditioning cost analysis. Our lightweight, dealer-focused platform integrates seamlessly with industry-standard inventory management systems like vAuto, delivering condition reports that average $950 in mechanical reconditioning call-outs per scanned vehicle. With fast implementation, multi-rooftop analytics, and proven ROI, AppraisalPRO is transforming how dealerships evaluate trade-ins and inventory acquisitions.Position OverviewWe are seeking a driven and strategic Enterprise Account Manager to spearhead our expansion into large automotive dealership groups across North America. This role requires a seasoned sales professional who can navigate complex organizational structures, build relationships at multiple levels, and execute creative penetration strategies to secure multi-rooftop deals. The ideal candidate will be a consultative seller with deep automotive industry knowledge, capable of speaking the language of dealership operations and demonstrating clear ROI for our AppraisalPRO solution.Key ResponsibilitiesStrategic Account Development & Penetration•Develop and execute comprehensive account strategies for assigned large dealership groups (10+ rooftops)•Navigate diverse decision-making structures where some groups centralize purchasing while others allow individual rooftop autonomy•Identify and cultivate relationships with key stakeholders including Group Owners, COOs, Used Car Directors, General Managers, and Appraisal Managers•Create compelling business cases that demonstrate AppraisalPRO's value proposition at both group and individual rooftop levelsSales Execution & Revenue Generation•Drive new business development within assigned large dealership groups, targeting $195/month per rooftop recurring revenue•Conduct high-impact discovery calls to understand each group's unique operational challenges and reconditioning processes•Orchestrate and deliver compelling product demonstrations showcasing integration with existing IMS systems (vAuto, DealerSocket, etc.)•Manage complex sales cycles from initial contact through contract negotiation and closing•Achieve quarterly and annual sales quotas for both new logo acquisition and rooftop expansionRelationship Management & Account Growth•Build and maintain strong relationships with C-level executives, operations leadership, and front-line managers•Serve as primary point of contact for strategic accounts, ensuring exceptional customer experience throughout the sales process•Identify upselling and expansion opportunities within existing dealership groups•Collaborate with Customer Success team to ensure smooth onboarding and maximum product adoptionMarket Intelligence & Competitive Positioning•Stay current on automotive industry trends, dealership operational challenges, and competitive landscape•Articulate AppraisalPRO's competitive advantages over competitors, emphasizing integration capabilities and dealer-specific features•Provide market feedback to product development team to enhance solution capabilities•Represent AppraisalPRO at industry trade shows, conferences, and networking eventsSales Process Excellence•Maintain detailed activity and opportunity tracking in Pipedrive CRM•Develop and refine sales processes specific to large group selling•Create and maintain accurate sales forecasts and pipeline reports•Support marketing efforts by providing customer insights and case study developmentRequirementsRequired QualificationsExperience & Background•5+ years of proven B2B sales experience with consistent quota achievement•5+ years of automotive industry experience, preferably in dealership operations, used car departments, or automotive technology sales•Demonstrated success selling to large, multi-location organizations with complex decision-making processes•Experience with SaaS or technology solutions in the automotive sector preferredAutomotive Industry Knowledge•Deep understanding of dealership operations, particularly used car acquisition, appraisal processes, and reconditioning workflows•Familiarity with automotive inventory management systems (vAuto, DealerSocket, DealerTrack, etc.)•Knowledge of automotive wholesale markets, auctions, and trade-in processes•Understanding of dealership organizational structures and key operational rolesSales Skills & Competencies•Proven ability to conduct consultative, solution-oriented sales conversations•Experience managing long, complex sales cycles (3-9 months)•Strong presentation and demonstration skills for both small groups and large audiences•Ability to create compelling ROI analyses and business justifications•Experience with CRM systems and sales process management•Track record of building relationships with C-level executives and senior decision makersCommunication & Relationship Building•Exceptional verbal and written communication skills•Ability to speak the language of automotive professionals and understand their pain points•Strong negotiation skills and ability to structure win-win agreements•Cultural adaptability to work effectively with diverse dealership groups across different markets•Professional presence suitable for engaging with senior executivesDesired QualificationsIndustry Relationships & Experience•Existing relationships within large automotive dealership groups•Knowledge of automotive wholesale operations and remarketing•Understanding of dealership financial metrics and profitability driversAdditional Skills•Experience with channel partnerships and reseller programs•Familiarity with automotive data providers (Manheim, KBB, Galves, etc.)Benefits Health Care Plan (Medical, Dental & Vision) for you and your family 401k - 5% match Paid Time Off (Vacation, Sick & Public Holidays) Training & Development Free Food & Snacks