National Accounts Director

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.

A National Account Director who will serve as the primary account relationship manager for commercial sellers. The core focus of this role is (1) to retain our high-value client base to increase consignment and sales volume and (2) drive revenue expansion through service penetration.  This will be achieved by demonstrating to the client that OPENLANE is meeting and exceeding the client’s expectations in order to maintain long-term positive partnerships. 

Reporting directly to the Senior Director, Commercial Sales and Strategy, the ideal candidate brings a strong background in relationship management, operational execution, and cross-functional leadership. In this role, they will utilize data-driven insights to guide client decisions and align internal business goals of growing Commercial volume and revenue.   

You Are:

• Operational Excellence Champion: You translate high-level commercial sales commitments into structured, repeatable account execution plans that deliver on our brand promise.

• Solutions-Oriented Problem Solver: You thrive on resolving complex corporate client bottlenecks, proactively addressing operational vulnerabilities before they impact customer health.

• Collaborative Bridge Builder: You naturally unite distributed  Product, Operational, and Regional teams to orchestrate seamless customer workflows.

• Data-Informed Delivery Leader: You utilize sales and operational metrics, conversion trends, and pipeline volumes to consistently optimize resource allocation and performance tracking.

• Influential Matrix Leader: You drive organizational alignment and cross-functional project execution through strategic relationship-building and clear communication rather than direct authority.

You Bring:

• Core Knowledge

  • Commercial Account Infrastructure: Deep comprehension of B2B client onboarding processes, service level agreement (SLA) monitoring, and retention management frameworks on a national scale.

  • Wholesale Lifecycle Dynamics: Solid understanding of the automotive remarketing, vehicle logistics, or wholesale auction ecosystem.

• Functional Expertise

  • Portfolio Solution Delivery: Proven capability executing national or large-scale regional customer success accounts with multiple operational touchpoints.

  • Cross-Functional Program Influence: Documented success mapping client journeys and establishing unified workflows across Sales, Operations, and Product divisions.

  • Performance Metric Architecture: Experience building and managing customer success operational KPIs, delivery dashboards, and performance review cadences.

• Technical Expertise

  • Data Analytics Fluency: Advanced ability to analyze client metrics, including  inventory pipelines, conversion rates, and macro-economic factors to determine client health and provide consultation for our clients. 

  • Executive Reporting Design: Mastery in translating complex operational performance metrics into concise, professional review decks for corporate clients and internal leaders.

You Own:
Strategic Account Leadership & Client Partnership — 30%

• Build genuine relationships with key stakeholders, serving as a trusted advisor dedicated to their long-term success.

• Lead strategic planning for existing Commercial accounts, ensuring alignment and partnership between the client and OPENLANE’s goals and objectives.

• Ensure that the customer is kept aware of OPENLANE’s strategy and any new components, including acquisitions, products, services, or other updates, as they become available.

Commercial Growth, Solution Selling & Portfolio Expansion — 20%

• Identify opportunities for revenue growth, upselling, and cross-selling of services using a solution selling, data-driven approach, including educating the client on all OPENLANE services and products that could benefit their business.

• Develop and implement innovative and value-add solutions for customers based on needs analyses.

• Identify and pursue opportunities to grow the commercial portfolio.

• Keep up to date with market and industry news and trends.

Client Value Delivery, Reporting & Business Reviews — 20%

• Forecast and track key account metrics and report on account performance, KPIs, and progress to both clients and internal stakeholders.

• Build and report out program reviews for clients and internal staff that demonstrate our value and partnership 

• Provide actionable insight based on data and feedback to continuously improve the client experience.

Operational Alignment, SLA Management & Issue Resolution — 10%

• Ensure the customer contract is being adhered to and that SLAs are being met.

• Communicate across OPENLANE regarding any larger issues that require escalation and assist with the resolution of those issues to the customer’s satisfaction.

Contract, Fee & Volume Ownership — 20%

• Own contract and fee management, including negotiation for the assigned client portfolio.

• Own volume forecasting for the assigned client portfolio.

 

Who You Will Work With:

• Reporting to the Senior Director, Commercial Sales and Strategy, you will work in close, daily partnership with the national commercial operations team, regional Operations leaders, Finance teams, Product & engineering, and the corporate Marketing division across Canada.

Where You Work:

• Your work is performed as a Hybrid or Remote employee, depending on business needs and proximity to corporate regional offices.

Must Have’s:

• 5+ years of proven success within a corporate commercial environment, with 3+ years explicitly dedicated to managing customer success, operations execution, or enterprise account delivery pipelines.

• Bachelor’s degree in Business Administration, Operations Management, or a verified equivalent level of high-level professional strategic execution experience.

• Proven track record supporting major corporate or commercial clients on a national or established regional territory scale.

• Demonstrated history of direct accountability for operational delivery tracking, cross-functional project management, and resolving complex corporate account execution bottlenecks.

Nice to Have’s:

• Experience operating within the automotive remarketing, wholesale vehicle auction, or industrial fleet logistics sectors.

• Direct familiarity with digital marketplace management, e-commerce platforms, or B2B SaaS implementation environments.

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

Annual Salary: $125,000.00 - $150,000.00 CAD

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

Bonus Range

Target Bonus Range: $0.00 - $45,000.00 CAD Annually