Sr Sales Executive - Southern California

About the company

ACV is a technology company revolutionizing how dealers buy and sell cars online. We are transforming the automotive industry with innovative, user-designed, data-driven applications and solutions. Our mission is to build the most trusted and efficient digital marketplace, offering data solutions for sourcing, selling, and managing used vehicles with transparency and comprehensive insights. Our network of brands includes ACV Auctions, ACV Transportation, ClearCar, MAX Digital, ACV Capital, True360, and Data Services.

We hire people who share our passion, bring innovative ideas, and enjoy a collaborative atmosphere. We focus on the health, physical, financial, social, and emotional wellness of our teammates.

Benefits

• Multiple medical plans, including a high-deductible, low-cost health plan
• Company-sponsored (paid) short-term disability, long-term disability, and life insurance
• Comprehensive optional benefits such as dental, vision, supplemental life/AD&D, legal/ID protection, and accident and critical illness insurance
• Generous paid time off options, including uncapped vacation days, paid sick leave (the greater of 3 days or state/local requirements), 6 paid company holidays, 2 floating holidays, parental leave, bereavement leave, jury duty leave, voting leave, and other paid leave as required by law
• Employee Stock Purchase Program with additional opportunities to earn company stock
• Retirement planning through the company’s 401(k) plan

About the role

ACV is looking for a resilient, tenacious sales professional energized by driving new business growth and expanding dealer partnerships. The Sr. Sales Executive role exists to grow ACV's market share by owning the full sales cycle—from identifying and engaging prospects to converting them into loyal dealer partners. This role requires treating the assigned territory like a personal business, building relationships face-to-face, and demonstrating grit and determination in every deal.

Responsibilities

• Build and maintain a prioritized prospect list of new franchises and independent dealerships within the assigned territory
• Execute high-volume outreach through in-person dealership visits, phone engagement, and attendance at regional and local events to develop relationships with decision-makers
• Qualify prospects using ACV's opportunity framework, assessing business volume, current channel mix, key decision-makers, and competitive displacement potential
• Lead in-person discovery meetings to understand each prospect’s operational and sales workflow, challenges, and current auction relationships
• Position ACV’s portfolio of products and services against the dealer’s current channels with a data-driven case grounded in ACV’s value proposition
• Conduct live in-person platform demos and provide general education on ACV’s operating policies
• Introduce additional ACV product lines to support a full-service solution for customers
• Negotiate and close seller agreements, including pricing structure
• Coordinate with Territory Managers to align on target accounts, share prospect intelligence, and execute clean handoffs for newly activated dealerships
• Accurately record and utilize Salesforce daily for pipeline management, sales activity tracking, and reporting
• Achieve or exceed established sales and revenue targets consistently
• Track, understand, and provide feedback on regional market dynamics and trends
• Other duties as assigned

Requirements

• 7+ years of B2B field sales experience, with a proven track record of opening net-new accounts and driving business expansion
• 5+ years of experience selling within the automotive industry
• Proven ability to close deals with high-level decision-makers, including Dealer Principals, CEOs, COOs, and other executives
• CRM fluency (Salesforce preferred) to manage, plan, and report on your sales pipeline with precision
• Strong analytic mindset with demonstrated ability to use data for decision-making and prioritization
• Comfortable with a mobile, territory-based role, including daily travel throughout the geographic area to meet prospective and active dealerships
• Sharp relationship-building instincts, both in-person and over the phone or in writing
• Exceptional business acumen, with a solid grasp of the retail and wholesale marketplace and how to position ACV Auctions within it
• Strategic foresight and appreciation for the power of strong relationships, both internally and externally, to drive long-term success
• Resilient, solutions-oriented mindset focused on turning objections into opportunities with data-backed insight and a compelling value proposition
• Experience with a digital wholesale platform (strongly preferred)
• Prior experience in a paired or split field sales model (e.g., hunter/farmer, SDR/AE) is preferred
• Ability to travel outside the assigned geographic area for meetings or training as required
• Fluency in English (reading, writing, speaking, and comprehension)
• Valid driver’s license and use of a validly registered and insured motor vehicle

Values

• Trust & Transparency
• People First
• Positive Experiences
• Calm Persistence
• Never Settling