Director, New Vertical Sales (Auto Loans)

Accountabilities

• Define the go-to-market strategy:Develop and execute the commercial strategy for entering and expanding within the auto loan market, identifying high-potential partner segments and prioritizing opportunities for growth.

• Own the complete sales cycle:Lead prospecting, pipeline development, executive relationship-building, negotiations, contract execution, and partnership launches.

• Build strategic relationships:Establish credibility with C-level executives and senior decision-makers across automotive manufacturers, dealership groups, auto lenders, automotive insurance technology companies, and related platforms.

• Negotiate complex commercial agreements:Structure partnership economics that create value for both parties while navigating legal, compliance, procurement, and other stakeholder requirements.

• Drive successful partner launches:Manage partnerships from signed agreement through technical implementation and go-live, collaborating with Product and Engineering to ensure smooth execution and early performance measurement.

• Translate market insights into strategy:Gather partner feedback, monitor competitive dynamics, and identify emerging opportunities to inform product development, marketing strategies, pricing, and market positioning.

• Build a repeatable sales engine:Develop and refine sales playbooks, document market learnings, establish scalable processes, and create a repeatable approach to partner acquisition.

• Leverage AI-enabled sales tools:Use AI-assisted tools to improve prospecting, personalize outreach, analyze competitive intelligence, optimize pipeline management, and accelerate deal progression.

• Influence cross-functional execution:Work closely with Product, Engineering, Marketing, Finance, and other internal stakeholders to align commercial priorities with product capabilities and business objectives.

• Drive long-term vertical growth:Establish a growing portfolio of active lender partnerships, identify opportunities for expansion, and develop a clear strategic perspective on future growth within the auto finance ecosystem.

Requirements

• Extensive commercial experience:At least 10 years of experience in enterprise sales, business development, or strategic partnerships, ideally involving automotive manufacturers, dealership groups, auto lenders, automotive insurance technology companies, or related platforms.

• Proven deal-closing ability:Demonstrated success closing complex, high-value, first-of-their-kind commercial agreements in emerging markets, particularly involving embedded financial products, consumer payments, or buy now, pay later (BNPL) solutions.

• Automotive industry expertise:Strong understanding of the relationships between manufacturers, dealerships, lenders, and consumers, as well as the role of payment flexibility throughout the vehicle purchasing and ownership lifecycle.

• Executive-level influence:Experience building trusted relationships with C-suite executives and senior decision-makers, navigating complex organizations, and securing alignment among multiple stakeholders.

• Financial and commercial acumen:Ability to develop and evaluate deal models, structure partnership economics, negotiate commercial terms, and balance financial discipline with pragmatic deal-making.

• Strategic and entrepreneurial mindset:A track record of building new business opportunities, developing go-to-market strategies, and creating commercial processes in ambiguous or evolving environments.

• Strong ownership and initiative:Ability to independently establish priorities, take action without waiting for direction, overcome obstacles, and maintain momentum throughout complex sales cycles.

• Cross-functional collaboration:Experience partnering effectively with Product, Engineering, Marketing, and Finance teams to translate commercial opportunities into viable offerings and successful implementations.

• Excellent communication and negotiation skills:Ability to articulate value propositions, influence senior stakeholders, navigate difficult negotiations, and communicate complex commercial concepts clearly.

• AI-driven sales expertise:Interest in or experience using AI-assisted sales tools to improve prospect research, outreach personalization, competitive analysis, and sales productivity.

Benefits

• Competitive on-target earnings (OTE):Compensation includes a commission-based earnings structure, with the anticipated annual OTE varying by location:

  • New York City, San Francisco Bay Area, Los Angeles, and Seattle:$272,000–$340,000 USD.

  • Austin, Washington, D.C., Philadelphia, San Diego, Chicago, and Atlanta:$242,000–$306,000 USD.

  • Salt Lake City and all other U.S. cities:$231,000–$289,000 USD.

  • Performance-based earning potential:Commission opportunities tied to the role's sales compensation structure.

  • Company equity:Eligible employees may participate in company equity programs.

  • Healthcare coverage:Medical, dental, and vision insurance for full-time U.S. employees.

  • Retirement savings:401(k) plan with company matching.

  • Flexible paid time off:Unlimited PTO, plus 13 company-paid holidays.

  • Family support:Parental leave benefits.

  • Membership benefit:Complimentary subscription to the company's financial flexibility platform.

  • Remote work:Opportunity to work remotely within the United States.

  • Relocation assistance:Potential eligibility for relocation support, subject to applicable program requirements.

  • Growth and impact:Opportunity to build a new commercial vertical, shape strategic partnerships, and influence the development of emerging financial products.

  • Inclusive culture:Work in a collaborative, growth-oriented environment that values diverse perspectives, curiosity, accountability, and empathy.