Strategic Accounts Manager, Business Development

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:

A Strategic Accounts Manager who will drive business development, build strong client relationships, and accelerate revenue growth. In this role, you will own the full enterprise lifecycle for your accounts: securing new business, leading initial onboarding and workflow configurations, and managing existing accounts to ensure long-term client success. You will be responsible for proactively scheduling and conducting regular meetings with your clients, addressing concerns, and identifying opportunities to close upselling and cross-selling opportunities for our services and products.

You Are:

• Knowledgeable. You possess a deep understanding of platform capabilities, allowing you to translate client workflows into ideal settings and deliver expert guidance to stakeholders.

• Client-Focused. You champion customer success and build strong, lasting partnerships rooted in trust.

• Attentive. You pay close attention to customer needs, actively listening and conducting regular meetings to ensure a personalized, high-value experience.

• Problem-Solving. You have the ability to analyze complex onboarding or product issues, think creatively, and collaborate with technical teams to find effective solutions.

• Revenue-Driven. You are focused on maximizing account value, utilizing your full-cycle sales experience to capture expansion opportunities and hit targets.

You Bring:

• Core Knowledge: Deep understanding of account management and customer retention strategies within a financial or repo environment. Functional Expertise: Proven experience in full-cycle sales, business development, and enterprise-level client onboarding.

• Technical Expertise: Ability to translate operational workflows into technical platform settings and collaborate with product/engineering teams on optimization.

You Own:

• Relationship Management & Success

  • Cultivate and nurture strong, long-term partnerships with key client stakeholders. Proactively schedule and conduct regular meetings to assess satisfaction and ensure ongoing success.

  • Serve as the primary point of contact for all client issues, ensuring timely resolution through effective problem-solving and escalation.

• Account Growth & Revenue

  • Identify, facilitate, and close upselling and cross-selling opportunities.

  • Set and diligently work towards meeting or exceeding ambitious sales and revenue targets.

  • Deliver tailored training and demonstrations of new products to showcase added value.

• Strategic Onboarding & Configuration

  • Translate client operational workflows into ideal platform settings for seamless launch.

  • Provide expert guidance to clients to create profitable business processes and meet their objectives.

  • Partner with internal product and development teams on technical onboarding and optimization.

• Contractual & Market Analysis

  • Partner with Legal to coordinate the execution of new agreements, addendums, and renewals.

  • Analyze competition to implement innovative approaches for maximizing customer retention.

You Drive:

• Execution: Ensuring seamless platform launches by aligning technical settings with client workflows. Maintaining a consistent cadence of client engagement and satisfaction reviews.

• Results: Achieving measurable growth in account value through successful cross-selling and upselling. Securing high retention rates by proactively addressing client concerns and evolving requirements.

Who You Will Work With:

Reporting to the Director of Business Development, this role serves as a key bridge between our clients and internal teams. You will work closely with Product Owners, Business Development, and Management on a daily basis.

Must Have’s:

• 5+ years of customer-relations focused or industry-related experience.

• Bachelor's degree in logistics, business, or related field or equivalent professional experience.

• Superior communication and presentation skills. Ability to adapt and thrive in a fast-paced environment.

Nice to Have’s:

• Proficiency in Google Workspace. User experience with RDN (Recovery Database Network) or other SaaS platforms.

• Experience using HubSpot or other CRM software. Background in financial services, automotive finance, or recovery industries.

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.)