Institutional Sales Director

Who We Are:

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.

Our Values: 

Driven Waybuilders. We pursue challenges that inspire us to build, create, and innovate.

Relentless Curiosity. We seek to understand and improve our customers’ experience.

Smart Risk-Taking. We transform risk into progress through data, experience, and intuition.

Fearless Ownership. We deliver what we promise and learn along the way.

We're Looking For:  

OPENLANE is seeking a driven and strategic Institutional Sales Director to join our expanding team. This new role is critical to launching our dedicated Institutional Sales segment, focused on remarketing vehicles directly from fleet operators, rental companies, and financial institutions. You’ll play a pivotal role in identifying new clients, nurturing high-potential relationships, and delivering a high-impact proof of concept for this growth initiative.

You will report directly to the VP of Business Development and work in close partnership with Program Management, Marketing, and Analytics to build a scalable and profitable business pipeline.

You Are:  

• Relationship Builder: You understand complex B2B relationships and can establish trust with stakeholders at all levels.

• Institutional Market Savvy: You have a deep understanding of fleet, rental, or financial institution sales and know how to break into these segments.

• Strategic & Data-Informed: You make decisions grounded in data and market insights and can build scalable sales motions.

• Agile & Entrepreneurial: You thrive in fast-moving environments and can build processes from the ground up.

• Resilient & Results-Oriented: You are energized by hitting monthly volume targets and exceeding expectations.

• Collaborative: You work cross-functionally with support teams to ensure seamless onboarding and customer success.

You Will:  

• Prospect, qualify, and close new institutional clients, focusing on rental, fleet, and repossession remarketing.

• Develop and execute outbound sales campaigns to penetrate mid-sized institutional vehicle sellers.

• Own and manage a pipeline that drives toward exceeding 150 vehicle units per month in sales volume.

• Represent OPENLANE at key industry conferences (e.g., NAFA, AFLA) to build brand awareness and acquire leads.

• Collaborate with internal teams including Program Management, Data Science, and Marketing to onboard and grow customer accounts.

• Contribute to the development of a scalable playbook and sales strategy for future expansion of the Institutional Sales department.

Who You Will Work With:  

This role reports to the VP of Business Development. This person will work closely with the Program Management team, the Sales Operations teams, and the Commercial sales team.

Must Have’s:  

• 5 years of B2B sales experience in automotive, fleet management, remarketing, or rental industries

• Demonstrated success in building and closing a B2B pipeline with monthly unit sales targets

• Excellent communication and consultative selling skills with VP and Director-level stakeholders

• Willingness to travel up to 60-80% to attend conferences and meet with prospects

• Comfort working in a newly created role and helping define processes, tools, and KPIs

Nice to Have’s: 

• Experience with credit unions, repo recovery agencies, rental, or fleet lease remarketing

• Familiarity with integration and onboarding processes in vehicle remarketing platforms

• Background in working with sales enablement tools, CRM systems, and analytics platforms

What We Offer:

• 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

Sound like a match? Apply Now - We can't wait to hear from you!
 

Compensation Range of

(Depending on experience, skill set, qualifications, and other relevant factors.)

Bonus Range