Sr. Business Development Manager

About the Role

The Senior Business Development Manager is a senior individual contributor responsible for driving high-value revenue growth across J.D. Power’s Dealer Solutions portfolio, including representation of the ChromeData brand of solutions. This role manages sophisticated, high-impact sales opportunities with dealership service providers, value-added resellers, and strategic technology partners, focusing on multi-product adoption, data licensing, ChromeData solutions, and eData DMS Integration Services.

The Senior Business Development Manager will expand strategic customer relationships, identify new revenue opportunities, and partner cross-functionally to deliver solutions that help customers improve workflows, reduce integration friction, and unlock greater value from J.D. Power data and technology assets. This role represents industry-standard assets, including:

• J.D. Power Values / Used Car Guide (UCG) Values
• ALG Residual Values
• J.D. Power Pricing Data & Valuation Models
• ChromeData solutions (VIN Descriptions, Image Gallery, Certified Inventory, Construct, Competitive Compare)
• eData DMS Integration Services
• Lender Desk

The role requires exceptional business acumen, executive presence, technical curiosity, and cross-functional leadership to influence internal teams and guide customers through complex evaluations.

Responsibilities

• Strategic Sales Leadership
  • Lead high-value, multi-stakeholder sales pursuits with dealership service providers, value-added resellers, and strategic technology partners.
  • Develop winning strategies for complex sales cycles, including data licensing, API integrations, multi-product adoption, and strategic partner agreements.
  • Drive long-term revenue growth and contract expansion across strategic accounts.
• Key Account & Strategic Partner Engagement
  • Serve as the primary sales contact for the organization’s most significant and strategically important customers.
  • Conduct executive-level presentations and valuation methodology discussions.
  • Partner with DSP executives, value-added reseller leaders, and strategic technology partners to identify opportunities for expanded partnerships and data utilization.
• Market & Portfolio Expertise
  • Demonstrate exceptional knowledge of J.D. Power’s data and valuation models, ChromeData solutions, and eData DMS Integration Services.
  • Provide authoritative guidance on ChromeData use cases, integration workflows, data-driven merchandising, shopping experiences, and competitive differentiation.
• Cross-Functional Collaboration
  • Work closely with Product, Marketing, Data Science, Customer Success, Legal, and Executive Leadership to structure high-value, custom solutions.
  • Serve as a voice of the customer, providing strategic insights and market intelligence that influence product development and go-to-market strategy.
• Team Development & Mentorship
  • Train, mentor, and support junior and mid-level sales professionals to elevate selling excellence across the team.
  • Provide coaching in prospecting, discovery, pipeline management, product positioning, and complex deal strategy.
  • Lead by example to reinforce a high-performance, customer-centric sales culture.
• Sales Operations, Forecasting & Reporting
  • Maintain rigorous pipeline accuracy and forecasting discipline.
  • Oversee complex contract negotiations, pricing structures, and multi-year agreements.
  • Meet or exceed quarterly and annual revenue targets for the senior-tier portfolio.

Requirements

• 5-7+ years of professional B2B sales experience.
• Proven success selling technology, data, analytics, software, or automotive solutions.
• Strong executive communication, negotiation, and strategic selling skills.
• Ability to manage long and complex sales cycles with multiple stakeholders.
• Comfort engaging with senior leadership at dealerships, DSPs, and enterprise accounts.
• Ability to travel regularly for on-site visits and industry events.

Preferred Qualifications

• Experience managing or mentoring sales professionals (formal or informal).
• Familiarity with valuation science, dealer operations, underwriting workflows, or inventory management strategies.
• Experience selling solution-based data services in a remote environment using Teams/Zoom for presentations and demonstrations.
• Deep relationships in dealership service provider, value-added reseller, and strategic technology partner ecosystems.
• Experience with API sales, integrations, and large-scale data licensing agreements.

Pay

This position has a starting salary range of $90,000 – $95,000 USD per year, with significant uncapped earnings potential based on sales commission plan achievement. An employee’s pay within the range is determined by relevant skills, education, qualifications, experience, performance, business or organizational needs, and geographic location.