iMotor, Product Specialist

Pipeline Generation & Prospecting

• Execute a balanced prospecting motion across self-sourced outbound, SDR qualified inbound, and channel/referral-sourced leads.
• Build and maintain a minimum 3x pipeline coverage ratio against quota at all times.
• Develop territory and account-level prospecting plans targeting Commercial (powersports, RV, marine, construction equipment) and Recreational verticals.
• Leverage referral networks within the broader Trader Interactive ecosystem to identify cross-sell and co-sell opportunities.
• Partner closely with SDR team to refine messaging, qualify inbound interest and convert MQLs to SQLs efficiently.

Sales Execution & Deal Management

• Own the full sales cycle from initial discovery call through signed contract, typically 60-120 days depending on deal complexity.
• Conduct compelling discovery sessions to understand dealership workflow, technology gaps and performance objectives.
• Deliver tailored product demonstrations of iMotor Website tools to dealership operators, GMs, and ownership groups.
• Build multi-threaded relationships with economic buyers, champions and end users within prospect accounts.
• Develop and deliver ROI-based business cases and proposals aligned to each prospect's operational metrics and KPIs.
• Manage deal progression in CRM with accurate forecasting, stage discipline and pipeline hygiene at all times.

Channel & Partner Collaboration

• Develop and nurture relationships with referral partners, OEM contacts and adjacent Trader Interactive business units to drive inbound deal flow.
• Coordinate with channel partners on joint pipeline reviews, co-selling motions and shared account strategies.
• Act as a iMotor Website brand ambassador at industry events, dealer associations and trade shows within target verticals.

Cross-Functional Alignment

• Collaborate with the Customer Success teams to ensure smooth post-sale handoff and maximize early customer engagement.
• Feed competitive intelligence, objection patterns and prospect feedback to Product, Marketing, Marketplace Sales and Leadership teams on a structured basis.
• Support go-to-market initiatives including beta launches, product releases and vertical-specific marketing campaigns.
• Partner with Marketing to refine ICP targeting, messaging and campaign effectiveness based on field insights.

Required Qualifications

• 3–5+ years of quota-carrying SaaS sales experience in a full-cycle Product Specialist or equivalent role.
• Demonstrated track record of consistent quota attainment at or above 100%.
• Experience selling operational or vertical SaaS solutions to SMB and mid-market customers ($15K–$75K ACV).
• Strong command of consultative selling methodologies (Challenger or equivalent).
• Proven ability to self-source pipeline through outbound prospecting in addition to working inbound and partner-referred leads.
• Excellent discovery, presentation, and negotiation skills with comfort presenting to C-suite and ownership-level buyers.
• Data-literate and CRM-disciplined — experience maintaining accurate pipeline in Salesforce, HubSpot or equivalent.

Preferred Qualifications

• Experience selling into automotive, powersports, RV, marine, or equipment dealership verticals.
• Familiarity with Websites, Digital Advertising, CRM platforms, dealership management systems (DMS), or Conversational AI/messaging products.
• Background selling within a SaaS portfolio (e.g., Coupa, Anaplan, DealerSocket, VinSolutions, vAuto).
• Experience working in a channel-assisted or partner co-sell sales environment.
• Comfort with product-led growth motions and shorter, transactional deal cycles alongside complex enterprise sales.