Note: The job is a remote job and is open to candidates in USA. Tekion is a cloud-native automotive technology company providing a platform that connects automotive retailers, manufacturers, partners, and consumers. The Director, Inside Sales – Growth & Upsell will lead expansion revenue across the existing dealer customer base in the U.S. and Canada through upsell, cross-sell, SKU penetration, and scalable inside sales operations. The role will oversee sales processes, KPI management, cross-functional growth initiatives, reporting, and organizational development.
Responsibilities
- Lead the strategy and execution for inside sales growth across Tekion’s existing dealer customer base, with primary responsibility for upsell, cross-sell, ARR expansion, and SKU penetration
- Own performance against expansion revenue targets, including growth by dealer, SKU, region, team, and individual associate
- Build and scale a high-performing inside sales organization focused on growing 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 KPI management 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
- 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 business opportunity to increase adoption within the installed base
- Provide executive-level reporting and business insights on performance, trends, risks, and opportunities across 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
- Serve as a key leader within the broader go-to-market organization, influencing strategy, tooling, and cross-functional initiatives that support customer revenue expansion
Skills
- 8+ years of experience in inside sales, account growth, renewals, business development, sales leadership, with 5+ years leading managers and high-performing sales teams
- Proven track record of owning and delivering expansion revenue growth within an existing customer base
- Demonstrated success driving growth, upsell performance, cross-sell execution, and SKU penetration across current accounts
- Strong expertise inside sales process design, pipeline management, forecasting, KPI reporting, and performance optimization
- Experience managing performance at multiple levels, including department, product/SKU, team, and individual associate metrics
- Highly analytical with the ability to translate performance data into actionable growth strategies and operational improvements
- Strong cross-functional leadership skills with experience partnering across Customer Success, Account Management, Product, Marketing, and Revenue Operations
- Deep experience with CRM systems, dashboards, and reporting tools; Salesforce expertise required
- Bachelor's degree in Business, Sales, Marketing, or related field preferred
- Central or East Coast time zone preferred
- Experience leading sales teams focused on installed base growth, recurring revenue expansion, or multi-product account penetration
- Background in SaaS, automotive technology, retail technology, or other complex B2B subscription environments
- Experience managing large books of business with accountability for ARR growth and product adoption across a diverse customer base
- Strong executive communication skills with experience presenting business performance, forecasts, and growth strategies to senior leadership
Benefits
- Competitive compensation and generous stock options
- 100% employer-paid top-of-the-line medical, dental and vision coverage
- Unlimited PTO
- Parental leave
- Free snacks and beverages
- Opportunities for career growth and development
- Remote work
Company Overview
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