Pre-Sales Manager

About the Role

The Pre-Sales Manager (Individual Contributor) is a critical part of Keyloop's revenue organisation, partnering directly with Account Managers and the wider sales team to win, retain, and grow enterprise automotive retail accounts. Operating as a trusted technical and commercial advisor, the Pre-Sales Manager owns the solution narrative from first discovery through to contract signature - leading demonstrations, building business cases, managing proof-of-concept engagements, and positioning Keyloop's Fusion platform compellingly against the market.

This is a senior individual contributor role. The Pre-Sales Manager does not carry a direct quota but is accountable for deal influence, win rate within their aligned territory, and the quality and consistency of the Keyloop buying experience.

Key Responsibilities

Sales Partnership & Deal Influence

• Act as co-pilot on strategic opportunities from qualification through to close, challenging poor qualification early and co-owning the deal strategy with the Account Manager.
• Apply KWoS and MEDDIC frameworks to assess deal health, identify decision criteria, and map the path to signature.
• Lead the technical and solution track of complex, multi-stakeholder deals across OEM, dealer group, and fleet segments.

Discovery & Qualification

• Conduct structured, insight-led discovery using the SPIN framework - surfacing customer pain, quantifying impact, and connecting needs to Keyloop outcomes.
• Translate discovery findings into a clear value narrative that anchors the commercial conversation.
• Qualify technical requirements, integration complexity, and data migration scope to inform accurate solution design.

Demo & Presentation Delivery

• Deliver outcome-led demonstrations of the Fusion platform or individual solutions at a technical level- moving beyond feature walkthroughs to customer-specific business scenarios and measurable outcomes.
• Tailor presentations and demos to audience level, from operational users to C-suite and board stakeholders.
• Manage Storylane and demo automation tooling to support scalable, consistent demonstration capability across the team.

Business Case & ROI Development

• Build and present full commercial models that connect Keyloop capability to customer KPIs - including efficiency gains, revenue uplift, cost reduction, and risk mitigation.
• Lead the ROI conversation at executive level, adapting the narrative for Finance, Operations, and IT stakeholders.
• Own the written solution response for RFPs and RFIs using Loopio, ensuring accuracy, differentiation, and on-brand positioning.

Objection Handling & Competitive Positioning

• Handle technical and commercial objections confidently - including pricing challenges, integration concerns, and competitive pushback from vendors including Eva/Eva+, CDK, and others.
• Maintain current competitive intelligence on DMS and platform competitors to position Keyloop's differentiation effectively in live deals.
• Partner with Product and Marketing to feed deal-level insights back into battlecard and messaging development.

Proof of Concept & Pilot Management

• Design and manage PoC and pilot engagements - defining success criteria with the customer, managing timelines, and presenting outcomes to executive stakeholders.
• Ensure PoC outcomes are documented and translated into compelling evidence for the broader sales process.

Peer Coaching & Team Enablement

• Share deal learnings, demo best practice, and competitive insights with the wider SE Pre-Sales team.
• Support onboarding of new Pre-Sales team members and contribute to capability development across the function.
• Champion consistent use of the SE Engagement Model and Keyloop's Pre-Sales standards.

Skills & Experience

Essential

• Proven track record in a Pre-Sales, Solutions Consulting, or Technical Sales role within a B2B SaaS or enterprise software environment.
• Strong discovery and qualification skills - ideally trained in SPIN, MEDDIC, or an equivalent structured methodology.
• Demonstrated ability to build and deliver outcome-led demos and executive-level presentations.
• Experience building commercial business cases and ROI models for C-suite audiences.
• Comfortable operating across multi-stakeholder, complex sales cycles of 6-18 months.
• Excellent written and verbal communication skills; confident presenting at board level.

Desirable

• Experience in the automotive retail sector - understanding of OEM, dealer group, or fleet operations.
• Familiarity with DMS, retail platform, or automotive technology solutions.
• Knowledge of Keyloop's Fusion platform or adjacent products (DMS, Service Hub, Sales Hub, Vehicle Hub, AI-AIME).
• Experience working with RFP/RFI processes and formal procurement cycles.