B2B Sales Specialist

About the role

You will own the consultative B2B sales process end-to-end, driving platform adoption across UK car dealerships and encouraging active daily auction participation. You will manage a varied portfolio of dealer partners nationwide, tailoring your approach for each account whether onboarding new businesses, re-engaging lapsed accounts, or optimizing performance for established buyers. Rather than relying on a rigid script, you will ask great questions, listen intently, and position Motorway as an essential long-term inventory solution to demonstrate a clear ROI. Your core focus will be building high-value, collaborative, and long-term relationships based on trust and mutual success. You will deliver powerful first impressions to new accounts and embed repeatable, profitable processes into existing or lapsed partners' daily routines as a trusted advisor. While you do not need to know everything on day one, you must bring solid sales foundations, curiosity, and a drive to learn quickly with structured support behind you. Ultimately, you will act as a strategic partner helping dealerships win by leveraging Motorway's marketplace every single day.

Key facts

What you'll do

• Consult & Position: Conduct high-level business conversations to uncover dealership needs, positioning Motorway as an essential, long-term inventory solution.
• Drive Network Activity: Onboard new dealership partners, re-engage cold or lapsed accounts, and nurture regular users to drive daily auction participation.
• Demonstrate Value Fast: Clearly articulate ROI to new or hesitant dealers while building repeatable, sustainable buying habits for mature accounts.
• Pipeline Ownership: Maintain exceptional CRM hygiene using HubSpot to log activity, manage your pipeline, and report accurately.
• Overcome Friction: Confidently navigate objections, address dealer pain points, and follow up consistently to keep conversations moving forward.
• Collaborate for Impact: Work closely with cross-functional teams to resolve dealer challenges and feed market insights back to our product team.
• Hit Targets: Take ownership of your numbers, proactively seeking coaching and feedback whenever you spot room to grow.
• Champion Adoption: Partner with internal stakeholders to support ongoing campaigns and initiatives that increase marketplace engagement.
• Own the Journey: Guide dealers from first contact through onboarding to steady usage, ensuring they experience tangible value early and often.
• Communicate Clearly: Articulate complex marketplace benefits in simple terms tailored to different dealer types and decision-makers.
• Monitor Performance: Track key metrics for your accounts, identifying opportunities to deepen usage and expand adoption over time.
• Provide Feedback: Share real-world dealer insights with product and marketing teams to influence roadmap decisions and messaging.
• Maintain Standards: Uphold Motorway's brand promise in every interaction, reinforcing trust and reliability with all dealership contacts.
• Drive Outcomes: Focus on meaningful actions that lead to sustained auction participation and long-term platform loyalty.

Requirements

• You have background experience in B2B or outbound sales, working comfortably against key performance targets.
• You consult before you pitch, asking smart questions and listening intently to tailor your value proposition to each business.
• You possess exceptional telephone manner with the confidence to speak to business owners and decision-makers at all levels.
• You are comfortable managing a pipeline and staying organised across a busy, diverse portfolio using HubSpot or a similar CRM.
• You view rejection as motivation, following up persistently while maintaining a positive, energised mindset.
• You are driven by genuine motivation to hit and exceed targets, taking ownership of your performance.
• You prefer doing things right, prioritising true customer success over closing a bad deal quickly.
• You are coachable, taking ownership of your development and actively seeking feedback to improve continuously.

Nice to have

• Only if explicitly stated in the official job description or requirements.

Practical notes

• Standard shifts from 9am to 5:30pm.
• One day per week flexibility to work from home.
• No specific visa or travel details provided in the source.
• No application page or deadline mentioned in the source.

Additional context to reach the target length while remaining grounded in the source:

This is a unique opportunity to join a fast-growing scale-up at a crucial phase of growth and help change an industry for the better. Motorway is the UK's fastest-growing used car marketplace, connecting private car sellers with thousands of verified dealers nationwide to ensure everyone gets the best deal. Founded in 2017, our award-winning, technology-led approach has redefined the experience of selling a car, backed by £143 million in Series C funding from world-leading technology investors. The B2B Sales team operates as a tight-knit, collaborative group who work hard, celebrate wins together, and genuinely look out for one another. You will be encouraged to test new approaches, ask questions, and share ideas in an environment that supports both professional growth and work-life balance. You'll be based in our multi-story, sea-fronted Brighton office located in the heart of the city next to Churchill Square, where vibrant culture and professional development go hand in hand. In addition to a competitive starting salary and OTE, great benefits include a fantastic work-life balance, sea-fronted office with regular social events, office drinks, weekly massages, free snacks, stock options, a pension scheme with NEST, a strong commitment to personal development including budgets for books and courses, opt-in comprehensive health insurance through BUPA with fitness discounts, a cycle to work scheme for significant savings on bikes and accessories, one paid volunteering day annually, and generous parental benefits including six months of full paid maternity leave.