Director, Sales Strategy & Performance

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 seeking a visionary and hands-on Director of Sales Strategy & Performance to architect and operationalize our next phase of growth. This role is built for a strategic thinker who thrives at the intersection of data, execution, and enablement—someone who can lead a high-performing team and drive clarity, focus, and accountability across the go-to-market engine.

You will play a central role in identifying where and how we grow—across sales segments, geographic territories, and buyer cohorts—by designing and refining the strategies that align resources to the highest-yield opportunities. Your mission: ensure our teams are not just staffed, but smartly deployed with the right coverage model, optimized workload, and focus on high-value customers that grow lifetime value.

This role will hyper-focus on sales capacity planning and work prioritization—analyzing market potential, rep output, and buyer behavior to inform where we invest our people and energy. You’ll define what “great” looks like in coverage and workload distribution, and build repeatable systems to measure, iterate, and scale it.

This is a strategic leadership role for someone who can build for scale while still rolling up their sleeves—partnering closely with Sales, Marketing, Customer Success, and Finance to create alignment, remove friction, and deliver measurable impact.

You Are: 

• A strategic thinker: A strong ability to connect market opportunity, rep behavior, and business goals into cohesive growth strategies.

• Data-Driven: Adept at translating data into clear business recommendations, influencing senior leaders across Sales, Finance, and GTM functions.

• Organized: A strong understanding of operational levers for sales growth, including quota deployment, territory load balancing, and work assignment logic.

You Will:

• Define and refine sales segmentation strategies by analyzing buyer behavior, opportunity size, and performance patterns to identify where growth will be most efficient and scalable.

• Own the territory planning process across geographies, verticals, and rep roles. Develop dynamic coverage models that balance TAM, workload, and conversion potential.

• Build robust capacity models to forecast resource needs by segment and region. Align headcount to market opportunity and ensure reps are focused on the right accounts at the right time.

• Develop and operationalize work allocation models to focus rep time on highest-value activities. Drive clarity on sales motions, playbooks, and territory action plans to improve productivity and customer LTV.

• Design and maintain KPI dashboards, pacing reports, and forecasting tools. Uncover insights that inform strategic bets, guide resource allocation, and track progress toward growth goals.

• Partner closely with Sales, Marketing, Finance, and Customer Success to align on go-to-market plans, target setting, budget forecasting, and program execution.

• Lead, mentor, and grow a high-performing team of analysts and strategists. Foster a culture of curiosity, accountability, and operational excellence.

Must Have’s:

• Bachelor’s degree in Business, Economics, Data Science, or related field; MBA or Master’s degree strongly preferred.

• 5+ years of experience in Sales Strategy, Revenue Operations, or Business Planning with a proven track record of driving scalable growth and operational impact.

• 3+ years of experience in people management, with demonstrated ability to lead cross-functional teams and influence senior stakeholders.

• Expertise in sales segmentation, territory design, and capacity modeling to optimize resource allocation and market coverage.

• Strong analytical background with proficiency in SQL and BI tools (Domo, Tableau, Looker) to derive insights and drive decision-making.

• Familiarity with sales performance frameworks, forecasting methodologies, and rep productivity analysis.

• Experience working with CRM and sales systems (e.g., Salesforce), including pipeline tracking, data hygiene, and process optimization.

• Comfortable building models to forecast demand, balance workload, and assess tradeoffs in staffing and territory alignment.

• Demonstrated success in designing prioritization frameworks to improve sales efficiency and customer lifetime value.

• Strong written and verbal communication skills, with the ability to influence and align stakeholders at all levels.

• Experience leading and developing high-performing teams; capable of setting vision while rolling up sleeves when needed.

• High level of ownership, adaptability, and bias for action—thrives in high-growth, fast-paced environments.

• Collaborative and systems-oriented mindset with a passion for enabling others through process, tools, and insight.

Nice to Have’s:

• Prior experience in B2B sales environments (marketplace or SaaS preferred), with a deep understanding of go-to-market motions, funnel dynamics, and coverage strategy.

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!
 

Compensation Range of

(Depending on experience, skill set, qualifications, and other relevant factors.)