About the Role
The Pre-Sales Manager (Individual Contributor) is a critical part of Keyloop's revenue organisation, partnering directly with Account Managers and the wider sales team to win, retain, and grow enterprise automotive retail accounts. Operating as a trusted technical and commercial advisor, the Pre-Sales Manager owns the solution narrative from first discovery through to contract signature — leading demonstrations, building business cases, managing proof-of-concept engagements, and positioning Keyloop's Fusion platform compellingly against the market.
This is a senior individual contributor role. The Pre-Sales Manager does not carry a direct quota but is accountable for deal influence, win rate within their aligned territory, and the quality and consistency of the Keyloop buying experience.
Key Responsibilities
- Act as co-pilot on strategic opportunities from qualification through to close, challenging poor qualification early and co-owning the deal strategy with the Account Manager.
- Apply KWoS and MEDDIC frameworks to assess deal health, identify decision criteria, and map the path to signature.
- Lead the technical and solution track of complex, multi-stakeholder deals across OEM, dealer group, and fleet segments.
- Conduct structured, insight-led discovery using the SPIN framework — surfacing customer pain, quantifying impact, and connecting needs to Keyloop outcomes.
- Translate discovery findings into a clear value narrative that anchors the commercial conversation.
- Qualify technical requirements, integration complexity, and data migration scope to inform accurate solution design.
- Deliver outcome-led demonstrations of the Fusion platform or individual solutions at a technical level— moving beyond feature walkthroughs to customer-specific business scenarios and measurable outcomes.
- Tailor presentations and demos to audience level, from operational users to C-suite and board stakeholders.
- Manage Storylane and demo automation tooling to support scalable, consistent demonstration capability across the team.
- Build and present full commercial models that connect Keyloop capability to customer KPIs — including efficiency gains, revenue uplift, cost reduction, and risk mitigation.
- Lead the ROI conversation at executive level, adapting the narrative for Finance, Operations, and IT stakeholders.
- Own the written solution response for RFPs and RFIs using Loopio, ensuring accuracy, differentiation, and on-brand positioning.
- Handle technical and commercial objections confidently — including pricing challenges, integration concerns, and competitive pushback from vendors including Eva/Eva+, CDK, and others.
- Maintain current competitive intelligence on DMS and platform competitors to position Keyloop's differentiation effectively in live deals.
- Partner with Product and Marketing to feed deal-level insights back into battlecard and messaging development.
- Design and manage PoC and pilot engagements — defining success criteria with the customer, managing timelines, and presenting outcomes to executive stakeholders.
- Ensure PoC outcomes are documented and translated into compelling evidence for the broader sales process.
- Share deal learnings, demo best practice, and competitive insights with the wider SE Pre-Sales team.
- Support onboarding of new Pre-Sales team members and contribute to capability development across the function.
- Champion consistent use of the SE Engagement Model and Keyloop's Pre-Sales standards.
Sales Partnership & Deal Influence
Discovery & Qualification
Demo & Presentation Delivery
Business Case & ROI Development
Objection Handling & Competitive Positioning
Proof of Concept & Pilot Management
Peer Coaching & Team Enablement
Skills & Experience
- Proven track record in a Pre-Sales, Solutions Consulting, or Technical Sales role within a B2B SaaS or enterprise software environment.
- Strong discovery and qualification skills — ideally trained in SPIN, MEDDIC, or an equivalent structured methodology.
- Demonstrated ability to build and deliver outcome-led demos and executive-level presentations.
- Experience building commercial business cases and ROI models for C-suite audiences.
- Comfortable operating across multi-stakeholder, complex sales cycles of 6–18 months.
- Excellent written and verbal communication skills; confident presenting at board level.
- Experience in the automotive retail sector — understanding of OEM, dealer group, or fleet operations.
- Familiarity with DMS, retail platform, or automotive technology solutions.
- Knowledge of Keyloop's Fusion platform or adjacent products (DMS, Service Hub, Sales Hub, Vehicle Hub, AI-AIME).
- Experience working with RFP/RFI processes and formal procurement cycles.
Essential
Desirable
Skills Required
- Proven experience in a Pre-Sales, Solutions Consulting, or Technical Sales role within a B2B SaaS or enterprise software environment
- Strong discovery and qualification skills, ideally using SPIN, MEDDIC, or an equivalent structured methodology
- Ability to build and deliver outcome-led demonstrations and executive-level presentations
- Experience building commercial business cases and ROI models for C-suite audiences
- Experience managing complex, multi-stakeholder sales cycles lasting 6 to 18 months
- Excellent written and verbal communication skills, including confidence presenting at board level
- Experience in the automotive retail sector, including OEM, dealer group, or fleet operations
- Familiarity with DMS, retail platform, or automotive technology solutions
- Knowledge of Keyloop Fusion or adjacent products such as DMS, Service Hub, Sales Hub, Vehicle Hub, or AI-AIME
- Experience with RFP/RFI processes and formal procurement cycles
What We Do
As the largest global automotive technology company, Keyloop delivers cutting-edge solutions, tailored to the modern needs of auto retailers and OEMs alike. With 40 years of automotive DNA, and a deep understanding of what it takes to drive success, Keyloop solutions are delivered in over 90 countries, and trusted by more 20,000 retailers and 80 OEMs worldwide. From the showroom to the workshop, and everything in between, its technology facilitates distinctive customer experiences between key systems, tools and departments. With modern consumers demanding increasingly high levels of service and responsiveness, Keyloop and their partners connect retailers and OEMs to consumers through every step of their journey. Keyloop delivers a proven technology ecosystem that redesigns the automotive retail experience to cultivate lasting loyalty and optimise margins through increased efficiency, elevated experiences, and unrivalled connected data. For more information, please visit www.keyloop.com
