Sales Executive - Powersports

About the role

Lightspeed is the leading provider of cloud-based software for dealerships, serving the Powersport, Marine, RV, Trailer, and Golf Car industries adding hundreds of dealerships to the Lightspeed community each year. Lightspeed’s Dealer Management Solution (DMS) enables dealerships to optimize their end-to-end business operations, including Sales, Parts, Service, Rentals, Payments, Accounting, and Customer Relationship Management (CRM). When implemented into their daily operations, Lightspeed helps dealers increase their profitability by selling more units, service, and parts, all while creating a more streamlined experience for customers. Lightspeed is the most complete and integrated DMS in the industry with over 500 integrations with Original Equipment Manufacturers (OEMs), aftermarket parts and accessory distributors and dozens of other software tools that a dealership may use to run their business. Uniquely designed by dealers for dealers, and refined over the past 4 decades, Lightspeed empowers over 4,500+ dealers across North America with the tools and technology they need to manage their dealerships.

This role centers on generating new business opportunities with dealerships in the Powersports industry. You will be responsible for identifying, pursuing, and securing new business with dealers. A significant portion of your time will be dedicated to prospecting in the United States sales territory. This position requires a strategic focus on building relationships, engaging with dealers, and closing sales.

Responsibilities

• Develop and execute territory-specific plans to expand Lightspeed's dealer base, including a deep understanding of dealer needs, our suite of offerings, and effectively closing deals.
• Generate leads and guide prospects through the sales funnel to further qualify their needs and determine a good fit with Lightspeed's solutions, engaging new dealers through a variety of channels including inbound leads, networking, and social media.
• Collaborate with internal teams such as Customer Success and Marketing to ensure a cohesive dealer experience.
• Maintain a deep understanding of our products, competitive advantages, industry trends, market activities, and competitors to identify opportunities and foresee challenges.
• Maintain and report sales metrics to leadership, ensuring that data within our Sales Automation and Customer Relationship Management tool, Salesforce, is current and accurate.

Requirements

• 5+ years' experience in B2B sales, preferably selling SaaS-based solutions in the field.
• Experience with new dealer, new logo acquisition.
• Proven sales record in quota-carrying roles, managing a pipeline as an individual contributor and exceeding sales quotas.
• Proficiency using sales enablement/automation tools (for example, ZoomInfo, Enablix, Salesforce).
• Proven ability to blend strong sales talents and process discipline, relationship-building abilities, and technical knowledge to achieve sales targets and expand market share.
• Strong relationship-building skills with the ability to engage with key stakeholders across the prospect/dealer and executive decision makers.
• Skilled in navigating complex sales cycles and overcoming objections.
• Proven experience with SPIN™ and Solution Selling™ techniques, including the ability to effectively identify and address dealer needs.

Qualifications

• Knowledge of Powersports, RV, Marine, Golf, or Trailer industries (a significant advantage).
• Knowledge of finance/insurance, retail, and technology industries (a plus).