iMotor, Product Specialist

The iMotor Website Product Specialist is a quota-carrying, new-business hunter responsible for driving net new logo acquisition across Commercial Truck, Marine, Equipment and Recreational vertical markets. This is a full-cycle sales role; from prospecting and pipeline generation through discovery, demonstration, negotiation and close - selling digital solutions to dealership groups and operators. Working in concert with SDR support, channel and referral partnerships and self-sourced outbound activity, the Product Specialist owns revenue growth in their assigned territory. This is a high-impact, individual contributor role modeled after best-in-class SaaS acquisition motions seen at large enterprise SaaS companies - structured for reps who thrive in complex, consultative sales environments and are energized by building new customer relationships. Pipeline Generation & Prospecting • Execute a balanced prospecting motion across self-sourced outbound, SDR qualified inbound, and channel/referral-sourced leads. • Build and maintain a minimum 3x pipeline coverage ratio against quota at all times. • Develop territory and account-level prospecting plans targeting Commercial (powersports, RV, marine, construction equipment) and Recreational verticals. • Leverage referral networks within the broader Trader Interactive ecosystem to identify cross-sell and co-sell opportunities. • Partner closely with SDR team to refine messaging, qualify inbound interest and convert MQLs to SQLs efficiently. Sales Execution & Deal Management • Own the full sales cycle from initial discovery call through signed contract, typically 60-120 days depending on deal complexity. • Conduct compelling discovery sessions to understand dealership workflow, technology gaps and performance objectives. • Deliver tailored product demonstrations of iMotor Website tools to dealership operators, GMs, and ownership groups. • Build multi-threaded relationships with economic buyers, champions and end users within prospect accounts. • Develop and deliver ROI-based business cases and proposals aligned to each prospect's operational metrics and KPIs. • Manage deal progression in CRM with accurate forecasting, stage discipline and pipeline hygiene at all times. Channel & Partner Collaboration • Develop and nurture relationships with referral partners, OEM contacts and adjacent Trader Interactive business units to drive inbound deal flow. • Coordinate with channel partners on joint pipeline reviews, co-selling motions and shared account strategies. • Act as a iMotor Website brand ambassador at industry events, dealer associations and trade shows within target verticals. Cross-Functional Alignment • Collaborate with the Customer Success teams to ensure smooth post-sale handoff and maximize early customer engagement. • Feed competitive intelligence, objection patterns and prospect feedback to Product, Marketing, Marketplace Sales and Leadership teams on a structured basis. • Support go-to-market initiatives including beta launches, product releases and vertical-specific marketing campaigns. • Partner with Marketing to refine ICP targeting, messaging and campaign effectiveness based on field insights. What We're Looking For Required Qualifications • 3-5+ years of quota-carrying SaaS sales experience in a full-cycle Product Specialist or equivalent role. • Demonstrated track record of consistent quota attainment at or above 100%. • Experience selling operational or vertical SaaS solutions to SMB and mid-market customers ($15K-$75K ACV). • Strong command of consultative selling methodologies (Challenger or equivalent). • Proven ability to self-source pipeline through outbound prospecting in addition to working inbound and partner-referred leads. • Excellent discovery, presentation, and negotiation skills with comfort presenting to C-suite and ownership-level buyers. • Data-literate and CRM-disciplined - experience maintaining accurate pipeline in Salesforce, HubSpot or equivalent. Preferred Qualifications • Experience selling into automotive, powersports, RV, marine, or equipment dealership verticals. • Familiarity with Websites, Digital Advertising, CRM platforms, dealership management systems (DMS), or Conversational AI/messaging products. • Background selling within a SaaS portfolio (e.g., Coupa, Anaplan, DealerSocket, VinSolutions, vAuto). • Experience working in a channel-assisted or partner co-sell sales environment. • Comfort with product-led growth motions and shorter, transactional deal cycles alongside complex enterprise sales.