Director, Inside Sales

About the role

You will architect and lead the inside sales strategy for expanding revenue across Tekion's existing dealer customer base in the United States and Canada. This role owns the end-to-end growth motions focused on increasing SKU penetration, driving ARR expansion, and maximizing customer value from the Automotive Retail Cloud platform. You will build a scalable and repeatable inside sales engine that aligns with the broader go-to-market strategy and delivers predictable expansion outcomes. The position requires a commercial leader who combines rigorous process discipline with data-driven decision-making to identify and capitalize on growth opportunities. You will own the performance of the growth team against clearly defined KPIs while fostering a culture of accountability and continuous improvement. Collaboration with Customer Success, Account Management, and Product teams will be essential to design targeted plays that drive deeper product adoption. You will leverage your expertise in sales operations and forecasting to ensure pipeline integrity and accurate business insights for executive stakeholders. This role is responsible for translating strategic growth objectives into actionable plans that are executed consistently across the entire inside sales organization.

Key facts

What you'll do

Lead the strategy and execution for inside sales growth across Tekion's existing dealer customer base in the United States and Canada, with primary focus on upsell, cross-sell, ARR expansion, and SKU penetration.

Own performance against expansion revenue targets by dealer, SKU, region, team, and individual associate, ensuring alignment with company objectives.

Build and scale a high-performing inside sales organization that grows revenue within current accounts through proactive outreach, value-based selling, and disciplined opportunity management.

Develop and optimize the end-to-end sales process for customer expansion, including account prioritization, opportunity identification, outreach strategy, pipeline progression, proposal management, and close.

Establish a rigorous operating cadence with clear department-level, SKU-level, and associate-level key performance indicators to drive accountability, visibility, and consistent execution.

Monitor and analyze key metrics such as ARR growth, SKU attach rates, product penetration, pipeline creation, conversion rates, average deal size, activity productivity, forecast accuracy, and rep attainment to inform strategic decisions.

Partner closely with Customer Success, Account Management, Product, Marketing, and Revenue Operations to identify growth opportunities, align account strategies, and improve expansion outcomes.

Design and implement targeted growth plays by product, SKU, customer segment, and specific business opportunities to increase adoption within the installed base.

Provide executive-level reporting and business insights on performance, trends, risks, and opportunities related to the inside sales growth function.

Drive process standardization, CRM discipline, pipeline hygiene, and reporting accuracy to improve sales efficiency and decision-making.

Lead organizational planning, including hiring, onboarding, coaching, talent development, capacity planning, and succession planning to support long-term growth ambitions.

Serve as a key leader within the broader go-to-market organization, influencing strategy, tooling, and cross-functional initiatives that support customer revenue expansion.

Establish clear communication channels and feedback loops with partner teams to ensure alignment on priorities, challenges, and best practices.

Champion the adoption of Tekion's platform capabilities by developing narratives that connect product value to specific customer business outcomes.

Requirements

8+ years of experience in inside sales, account growth, renewals, business development, sales leadership, with 5+ years leading managers and high-performing sales teams.

A proven track record of owning and delivering expansion revenue growth within an existing customer base through strategic upsell and cross-sell initiatives.

Demonstrated success driving growth, upsell performance, cross-sell execution, and SKU penetration across current accounts in a SaaS or cloud software environment.

Strong expertise in inside sales process design, pipeline management, forecasting, KPI reporting, and performance optimization to identify and remove bottlenecks.

Experience managing performance at multiple levels, including department, product/SKU, team, and individual associate metrics with a focus on continuous improvement.

Highly analytical with the ability to translate complex performance data into actionable growth strategies and operational improvements that impact revenue.

Strong cross-functional leadership skills with experience partnering across Customer Success, Account Management, Product, Marketing, and Revenue Operations to execute aligned strategies.

Deep experience with CRM systems, dashboards, and reporting tools; Salesforce expertise is required to maintain data integrity and support accurate forecasting.

Bachelor's degree or equivalent practical experience is required; advanced business or technical education is preferred but not mandatory.

Nice to have

Experience in the automotive retail industry or with automotive technology platforms, understanding of dealership operations and key terminology.

Practical notes

This role is a Virtual position based in California with a full-time engagement. The position requires availability during standard U.S. business hours and may involve occasional travel to customer sites or industry events as determined by business needs. Candidates must be authorized to work in the United States and not require work authorization sponsorship at this time.