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:

We are seeking a data-driven and solutions-oriented Manager, Strategic Sales Programs to accelerate growth within our Franchise Dealer segment. This role is ideal for a strategic problem-solver who thrives at the intersection of analytics, sales operations, and GTM enablement.

You’ll be responsible for designing and supporting scalable growth initiatives—from segmenting our franchise dealer network to optimizing sales rep coverage and identifying performance opportunities. Your mission: help ensure our reps are focused on the right dealers, with the right strategies, to unlock sustainable growth.

You’ll work cross-functionally with Sales, Marketing, and Finance teams to build planning models, define territory actions, and drive prioritization frameworks. This is a hands-on, high-impact role that will blend data analysis, strategic planning, and execution support—ideal for someone looking to grow into a senior leadership path.

You Will:

• Analyze dealer behavior, opportunity sizing, and sales funnel performance to identify growth levers across the franchise segment.

• Support franchise dealer segmentation and prioritization frameworks to focus on high-potential accounts.

• Assist in building and maintaining territory coverage models that align rep resources to dealer opportunity and workload.

• Recommend action plans by geography or rep role to improve conversion and dealer engagement.

• Maintain and improve sales capacity models to align headcount with market opportunity.

• Analyze rep workload, output, and account focus to identify optimization opportunities.

• Support the rollout of sales motion frameworks and playbooks for franchise reps to maximize high-value activity.

• Collaborate with enablement and frontline sales leaders to align on execution priorities.

• Instruct and manage dashboards, KPIs, and pacing reports to track dealer performance, rep efficiency, and growth.

• Deliver clear insights and recommendations to improve territory yield, resource allocation, and sales results.

• Partner with Sales, Marketing, and Finance to support forecasting, program design, and quarterly business reviews.

• Serve as a bridge between sales strategy and execution, translating insights into clear next steps for the field.

Must Have’s:

• Bachelor’s degree in Business, Economics, Data Science, or related field.

• 2 years of experience in sales strategy, business operations, or revenue planning.

• Experience and capability in sales segmentation, territory design, and capacity modeling to optimize resource allocation and market coverage.

• Strong analytical background with proficiency in SQL and BI tools (Domo, Tableau, Looker) to derive insights and drive decision-making.

• Familiarity with sales performance frameworks, forecasting methodologies, and rep productivity analysis.

• Experience working with CRM and sales systems (e.g., Salesforce), including pipeline tracking, data hygiene, and process optimization.

• Comfortable building models to forecast demand, balance workload, and assess tradeoffs in staffing and territory alignment.

• Strong understanding of GTM strategy, territory management, and account planning.

• Proven ability to translate data into actionable insights that influence sales behavior and results.

• Comfortable operating with partial information and iterating quickly based on business feedback.

• Strong written and verbal communication skills, with the ability to influence and align stakeholders at all levels.

• Highly organized, proactive, and able to manage multiple priorities and stakeholders.

• High level of ownership, adaptability, and bias for action—thrives in high-growth, fast-paced environments.

Nice to Have’s:

• Experience working with B2B sales teams—automotive, SaaS, or marketplace experience preferred.

• MBA or Master’s degree strongly preferred.

• Python experience.

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!