Business Intelligence Manager - Sales Efficiency

Who We Are:
At OPENLANE we make wholesale easy so our customers can be more successful.
We’re a technology company building the world’s most advanced—and uncomplicated—digital marketplace for used vehicles.
We’re a data company helping customers buy and sell smarter with clear, actionable insights they can understand and use.
And we’re an innovation company accelerating the future of wholesale remarketing through curiosity, collaboration, and an entrepreneurial spirit.
Our Values:
Driven Waybuilders. We pursue challenges that inspire us to build, create, and innovate.
Relentless Curiosity. We seek to understand and improve our customers’ experience.
Smart Risk-Taking. We transform risk into progress through data, experience, and intuition.
Fearless Ownership. We deliver what we promise and learn along the way.
 

We're Looking For:

We are looking for a solutions-oriented Business Intelligence Manager, Sales Efficiency to own and scale the sales analytics domain with a clear mandate: make our sales organization more effective and efficient through data, analytics, and AI-enabled decision support.

This role is responsible for setting the vision, strategy, and operating model for how analytics enables sales execution. The focus is not on reporting performance after the fact, but on guiding where sales teams should focus, identifying gaps early, and systematically improving productivity and outcomes.

Who You Will Work With:

You will partner closely with Sales Leadership, Revenue Operations, Product, and Data Engineering to apply the science of sales management—turning complex data into prioritized actions, leading indicators, and scalable insights. This is a hands-on leadership role shaping how a large, two-sided automotive marketplace in the US Market.

What You Will Do:

Domain Leadership & Vision

• Own the Sales Efficiency analytics domain end-to-end, including vision, roadmap, success metrics, and adoption.

• Define how business intelligence, advanced analytics, and AI support sales productivity, prioritization, and execution quality.

• Establish scalable analytical frameworks and standards that enable consistent decision-making across sales teams.

Sales Efficiency & Execution Science

• Design and operationalize analytics that support core sales management disciplines, including:

  • Rep capacity, focus, and time allocation

  • Territory coverage and account prioritization

  • Funnel health, conversion efficiency, and velocity

  • Leading indicators of risk and opportunity

• Partner with Sales Leadership to embed analytics into weekly, monthly, and quarterly operating rhythms.

Work Prioritization & Gap Detection

• Build systems that answer:

  • Who should sales teams focus on right now?

  • Where are we under-performing relative to potential?

  • What behaviors or process breakdowns are driving inefficiency?

• Shift the organization from lagging metrics to leading signals and early warnings.

AI-Enabled Decision Support

• Set the strategy for applying AI and machine learning to sales efficiency, including:

  • Automated insight and anomaly detection

  • Predictive prioritization and scoring models

  • AI-assisted summaries and recommendations for leaders and reps

• Partner with Product and Engineering to embed insights directly into sales workflows, not just dashboards.

Data Architecture & Strategy

• Oversee the design of scalable data models and pipelines supporting sales analytics, forecasting, and experimentation.

• Ensure data quality, governance, and trust across all sales-critical datasets.

• Collaborate with Data Engineering to evolve the analytics stack (Snowflake, Domo, Python) to support advanced and AI-enabled use cases.

Experimentation & Continuous Improvement

• Lead structured experiments to evaluate:

  • Sales process and motion changes

  • Incentives, programs, and enablement initiatives

  • Coverage and staffing models

• Use insights to inform resource allocation, headcount planning, and execution strategy.

Team Leadership & Influence

• Lead, coach, and develop analysts and BI engineers, raising the bar on analytical rigor and business impact.

• Act as a trusted thought partner to Sales and executive leadership, translating analytics into clear trade-offs and decisions.

• Drive adoption by ensuring insights are actionable, trusted, and embedded in daily execution.

Must Have's:

​Leadership & Domain Expertise

• 5+ years of experience in Business Intelligence, Sales Analytics, Revenue Analytics, or RevOps, with ownership of a functional domain.

• Experience defining strategy, roadmaps, and success metrics—not just delivering reports.

• Strong understanding of sales productivity, operating models, and performance management.
   

Analytics & BI Foundations

• Advanced SQL and experience with cloud data warehouses (Snowflake preferred; Redshift, SQL Server, or Oracle acceptable).

• Strong data modeling skills across sales funnels, cohorts, productivity, and unit economics.

• Hands-on experience with BI platforms; Domo experience strongly preferred.
   

AI & Advanced Analytics

• Practical experience applying machine learning, predictive analytics, or AI-assisted insights to business problems.

• Strong Python skills for modeling, automation, and experimentation.

• Ability to assess where AI adds real value versus unnecessary complexity.

Systems & Architecture

• Experience overseeing ETL/ELT pipelines and scalable analytics architectures.

• Strong understanding of data governance, quality, and performance best practices.

• Familiarity with cloud-based architectures and security considerations.

Mindset & Executive Communication

• Highly solutions-oriented with strong ownership and accountability.

• Excellent communication skills with the ability to influence senior stakeholders.

• Comfortable operating in ambiguity and driving alignment across cross-functional teams.

Nice to Have's:

• Experience supporting field sales, marketplaces, or two-sided platforms.

• Experience embedding analytics or AI insights into operational tools or workflows.

• Background in sales capacity modeling, territory optimization, or incentive effectiveness.

• Deep hands-on experience with Domo Beast Mode and Snowflake optimization.

What We Offer:

• Competitive pay

• Medical, dental, and vision benefits with employer HSA contributions (US) and FSA options (US)

• Immediately vested 401K (US) or RRSP (Canada) with company match

• Paid Vacation, Personal, and Sick Time

• Paid maternity and paternity leave (US)

• Employer-paid short-term disability, long-term disability, life insurance, and AD&D (US)

• Robust Employee Assistance Program

• Employer paid Leap into Service Day to volunteer

• Tuition Reimbursement for eligible programs

• Opportunities to expand your skill set and share your knowledge across a publicly traded, global organization

• Company culture of internal promotions, diverse career paths, and meaningful advancement

Sound like a match? Apply Now - We can't wait to hear from you!