Area Vice President, Strategic Accounts
Open Lending, United States
Job Description
Open Lending provides automated lending services to financial institutions. The company specializes in loan analytics, risk-based pricing, risk modeling, and automated decision technology for automotive lenders throughout the United States. The company was founded in Austin, TX in 2000.
Before taking the company public in 2020, Open Lending ranked among Austin’s fastest-growing, privately held companies. Starting in 2013, the company placed for seven consecutive years on the Austin Business Journal’s Fast 50 list. Additionally, Open Lending has been named as a top workplace by both the Austin Business Journal and the Austin American Statesmen.
The Opportunity:
As an AreaVice President, Strategic Accounts, you will be responsible for identifying and pursuing new sales opportunities for the Open Lending business in North America. You’re a great fit for this role if you’ve been successful selling enterprise solutions in the past to highly structured organizations such as banks and/or insurance companies within a hunter role. You’ll be responsible for developing and securing business with new customers with complicated procurement structures and longer sales cycles. To meet goals, pipeline and activity will need to be consistently managed. You will be encouraged to attend industry events such as AFS, AFSA, CBA, and others where automotive lenders meet and collaborate on solutions and opportunities. You will be expected to collaborate with the sales and marketing team to achieve business objectives. This role reports to the SVP of Strategic Accounts.
Three Reasons why to Apply
- Influence: Indirectly contribute to enabling vehicle access for underserved customers and directly contribute to Open Lending revenue generation
- Impact: New Team developing a portfolio of customers consistent of the largest banks and auto lenders in this US. Executing this strategy will propel Open Lending’s growth.
- Stability: Join an established public company and a marketing organization with long-term planning in mind
What You’ll Do:
- Develop and implement sales strategies to generate new business
- Identify and acquire new customers from assigned target list through sales process and contract execution
- Build a sustainable and robust sales pipeline and develop accurate and rigorous forecasting and account planning
- Conduct product demonstrations and presentations to showcase our solutions and address client needs effectively.
- Prepare and deliver persuasive sales proposals, negotiate contracts, and close deals with enterprise clients.
- Follow up on outstanding quotes, proposals, or requests for information in a timely manner
- Effectively manage and drive the sales cycle from prospecting through to successful closure
- Assess and provide feedback concerning common objections and new sales enablement opportunities
- Communicate customer issues with the team and management, and devise ways of improving the sales experience and ultimately gaining more happy customers
- Partner with Account Management team to respond to technical questions raised by existing customers, potential customers, and internal members.
- This job is remote with travel requirements to up to 50%.
What You Bring:
- 10+ years of experience in B2B sales, specifically in enterprise sales and/or new business development
- 7+ years of experience in the financial services, financial tech or SaaS industries in a Business Development capacity
- Pamp;C Producers License (can be obtained within 90 days of hire)
- Bachelors’ Degree; MBA preferred
- A track record of closing sales and delivering value to customers
- Prior experience in Consultative Selling, Decision Making, Selling Value, Planning
- Familiarity with the automotive lending industry as well as a well-developed industry contact list to help influence sales
- Excellent written, verbal, and interpersonal communication
- Strong knowledge of business and sales growth techniques (Challenger and Jolt)
- Highly self-motivated, hard-working, and proactive
- Team player who is both independent and coachable
- Ability to develop pipeline in support of annual goals
- Dedication to meeting all quotas and metrics provided
- Familiarity with and dedication to use Salesforce CRM platform
- Travel up to 50%
Benefits and Perks:
- Medical, dental, life and short-term and long-term disability insurance (company pays 100% of the premium for employee and 100% of the premiums for family plans after 2 years of coverage)
- Total annual cash compensation includes base salary and bonus, plus participation in the incentive plan for non-comm