Job SummaryAs a key leader at Ironmark, the Head of Automotive will oversee a team of Account Executives- focused on acquiring new Tier 3 automotive dealers (rooftops).
The ideal candidate is a strategic player/coach with deep experience selling into Tier 3 Automotive (Fixed Operations), and a strong history of building high-performing teams and exceeding revenue goals. Success in this role will be measured by new logo acquisition, client retention, and consistent year-over-year automotive revenue growth.
Key ResponsibilitiesTeam Leadership & Development- Build, scale, and lead a high-performing automotive sales team through effective recruitment, onboarding, training, and coaching.
- Operate as a true player/coach-setting vision, modeling excellence, and actively participating in key sales pursuits and client engagements.
- Provide ongoing mentorship to ensure consistent execution, professional development, and accountability across all prospecting, sales, and client-facing activities.
- Lead by example. Develop and manage a personal book of business while monitoring team performance using tools such as Gong and HubSpot to maintain activity expectations, achieve sales targets, and support broader business objectives. Particularly in the early years before the sales team has been fully developed, it will be important to "pound the pavement" to acquire new dealership clients.
- Join critical client and prospect calls, review engagement data, and deliver targeted, actionable feedback to drive continuous improvement and adherence to best practices.
Strategic Planning and Forecasting - Partner with Ironmark's executive team to define target accounts, set revenue goals, identify growth opportunities, and align strategic priorities.
- Own full-funnel forecasting and provide regular updates on pipeline health, account performance, emerging risks, and expansion opportunities.
- Plan and justify budget and headcount to support the continued growth and scalability of the automotive business.
Drive New Business Growth - Acquire New Customers, Grow Existing Customer Revenue and Strengthen Client Retention - Lead Ironmark's automotive revenue expansion by operationalizing Ironmark's proven new-business approach-personally opening doors while coaching AEs to execute consistently and target new Tier 3 rooftops.
- Equip the team with strong messaging and effective sales methodologies to drive consistent pipeline creation and high conversion rates.
- Deliver measurable growth through new logo acquisition and deeper penetration of Ironmark's automotive footprint.
Sales Process Excellence and Deal Management- Lead a consistent, high-quality sales process from prospecting through close, including LinkedIn and email engagement, targeted in person dealer outreach, discovery calls, software demonstrations, and proposal development.
- Clearly articulate Ironmark's value proposition and ensure continuous engagement across the full buying committee.
- Uphold rigorous utilization of HubSpot for pipeline tracking, documentation, forecasting, and real-time visibility.
- Maintain adherence to the sales playbook and ensure consistent execution across the team.
Contract Negotiation & Renewals- Lead contract negotiations, optimizing profitability while maintaining a strong client experience.
- Ensure agreements align with both client needs and Ironmark's financial objectives.
Internal Collaboration & Communication- Leverage internal SMEs to deliver compelling and high-impact solutions during the sales process.
- Partner with internal subject matter experts to ensure timely and accurate delivery of contracted services.
- Foster strong cross-functional communication to support client success and organizational alignment.
Client Advocacy & Feedback Loop- Serve as the voice of the customer within Ironmark-capturing insights, surfacing pain points, and recommending product and service enhancements to drive greater value and client satisfaction
Knowledge, Skills, and Abilities- Strong leadership skills, with a history of building and managing high-performing teams.
- Demonstrated ability to drive significant revenue growth and profitability.
- Deep understanding of automotive market trends, the competitive landscape and evolving customer needs.
- Experience successfully selling into automotive dealerships
- Knowledge of integrated marketing - digital and physical
- Skilled in selling SaaS and/or data solutions
- Experience managing proposals and contracts.
- Adept at strategic negotiation.
- Exceptional interpersonal and communication skills, including integrity, professional etiquette, and relationship management skills.
Experience- 5+ years of demonstrated success selling into the Tier 3 automotive dealership space (Fixed Operations), with at least 2 years in a leadership role.
- Proven track record of achieving year-over-year growth through new logo acquisition, cross-selling, and upselling.
- Strong ability to lead, coach and develop Account Executives at varying stages of their careers.
CompensationThe base pay for this position is $140,000 -- 200,000, plus uncapped variable compensation.
Other DutiesThis job description provides a general overview of the responsibilities and expectations for this role. It is not an exhaustive list of the duties, responsibilities or activities that may be required. Responsibilities may evolve at any time, with or without notice, in response to business needs and client priorities. While every effort is made to keep job descriptions current, the pace of change may occasionally outpace formal updates.
