Senior Director, Business Development - Auction Center

Hankey Group External$175K — $245K *
Business Services
8 - 10 years of experience
Job Overview by Ladders

Qualifications

  • 8+ years in business development, sales, or strategic partnerships
  • 4+ years in automotive remarketing or related tech
  • Proven success in closing complex commercial deals
  • Deep understanding of automotive remarketing and digital auctions
  • Experience with dealerships, OEMs, and finance companies preferred
  • Strong financial analysis and deal modeling skills
  • Effective leader with mentoring experience
  • Bachelor's degree required; MBA preferred

Responsibilities

  • Develop and implement a business development strategy for growth
  • Identify and negotiate partnerships with key auto industry players
  • Manage a pipeline of enterprise-level accounts through to contract execution
  • Drive growth in gross merchandise value and buyer engagement
  • Cultivate relationships with industry stakeholders and negotiate agreements
  • Monitor competition and identify market opportunities
  • Collaborate cross-functionally to meet growth and operational goals

Benefits

  • Medical, Dental, and Vision benefits
  • Life Insurance and Long-term disability plans
  • Flexible Spending Account
  • 401K matching
  • Employee Stock Ownership Program with company matching
  • Wellness Programs
  • Career Path Opportunities
  • Discounts on attractions and events
  • Paid Vacation Days, Sick Days, and Holidays
  • Access to UKG Wallet
Full Job Description
Senior Director, Business Development - Auction Center

Location: Los Angeles, CA

About the Role

The Senior Director of Business Development is a senior commercial leader responsible for driving revenue growth, expanding seller and buyer networks, and forging strategic partnerships that scale Auction Center's online auto auction platform. This role owns the full business development lifecycle - from identifying market opportunities to closing high-value accounts - while collaborating cross-functionally with Product, Operations, and Marketing to deliver on growth targets.

What You'll Do

Business Development & Revenue Growth

  • Develop and execute a business development strategy to increase auction volume, active seller accounts (dealers, OEMs, fleet, rental, financial institutions), and registered buyer base
  • Identify, negotiate, and form partnerships with franchise and independent dealerships, captive finance companies, fleet operators, and remarketing agencies
  • Own and manage a pipeline of enterprise-level accounts from prospecting through contract execution
  • Drive gross merchandise value (GMV) growth by expanding consignor supply and deepening buyer engagement


Strategic Partnerships

  • Build and maintain relationships with key industry stakeholders including dealer groups, remarketing divisions, and fleet/lease companies
  • Negotiate commercial agreements, volume incentive programs, and preferred partner arrangements
  • Represent Auction Center at industry events, trade associations (NAAA, NIADA, IARA), and conferences


Market Intelligence & Planning

  • Monitor competitive landscape (Manheim, ADESA, OPENLANE, ACV Auctions etc.) and identify whitespace opportunities
  • Collaborate with leadership to set annual BD targets, territory plans, and go-to-market strategies
  • Provide regular reporting on pipeline health, conversion metrics, and revenue forecasts


Cross-Functional Leadership

  • Partner with Product to surface market needs and inform platform roadmap
  • Work with Operations to ensure onboarding and fulfillment SLAs meet partner commitments
  • Collaborate with Marketing on seller/buyer acquisition campaigns and co-branded initiatives
  • Mentor and develop junior BD team members, fostering a high-performance culture


What You Bring

  • 8+ years of business development, sales, or strategic partnerships experience, with at least 4 years in automotive remarketing, auto auction, or adjacent automotive technology
  • Demonstrated track record of closing complex, multi-stakeholder commercial deals
  • Deep knowledge of the automotive remarketing ecosystem - wholesale channels, vehicle disposition, and digital auction platforms
  • Experience working with independent and franchise dealers, dealer groups, OEMs, or fleet/finance companies strongly preferred
  • Strong financial acumen - ability to build business cases, model deal economics, and present to C-suite stakeholders
  • Proven ability to lead, coach, and develop BD teams
  • Exceptional negotiation, communication, and executive relationship-building skills
  • Bachelor's degree required; MBA or equivalent preferred


Compensation & Benefits

We offer a competitive executive compensation package consisting of:

  • Pay range of $175,000 - $245,000 (Base plus bonus) $200,000 guaranteed
  • The exact starting compensation to be offered will be determined at the time of selecting an applicant for hire and will be dependent on a wide range of factors, including but not limited to geographic location, skill set, experience, education, credentials, and licensure when applicable.


What do we offer?

  • Medical, Dental, and Vision benefits
  • Life Insurance and Long-term disability plans
  • Flexible Spending Account
  • 401K matching
  • Employee Stock Ownership Program plus company matching
  • Wellness Programs
  • Career Path Opportunities
  • Discounts on Parks, Museums, Movie Tickets, and Attractions
  • Paid Vacations Days
  • Paid Sick days
  • Paid holidays
  • UKG Wallet


Acknowledgment

We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance.

About Hankey Group External

Hankey Group External Careers

There has never been a more opportune time to join Hankey Group External, a leader in innovative business solutions. As a company committed to excellence and professional growth, Hankey Group External offers a plethora of job opportunities that pave the way for a thriving career in various industries.

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Hankey Group External is actively hiring and seeks to attract skilled professionals who are eager to drive innovation and lead with creativity. The company offers positions that challenge individuals to excel in their fields and contribute to groundbreaking projects.

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At Hankey Group External, the team is dedicated to fostering an environment where innovation thrives. Employees are encouraged to bring fresh ideas and perspectives to the table, ensuring that the company stays at the forefront of industry advancements.

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Leadership at Hankey Group External is about more than guiding teams—it's about inspiring each member to achieve their best. With a strong emphasis on diversity and inclusion, the company cultivates a culture where everyone’s voice is heard and valued. This commitment to diversity enriches the company culture and drives comprehensive solutions.

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Career advancement is a cornerstone of Hankey Group External’s ethos. Employees enjoy access to a variety of training and development programs, including leadership training and diversity workshops, which equip them with the tools needed for success. Networking within the company is highly encouraged, providing numerous opportunities for professional and personal growth.

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For those starting their career journey, Hankey Group External offers robust internship programs that provide invaluable industry experience and exposure to real-world challenges. Interns at Hankey Group External gain practical skills that make them competitive candidates for future employment opportunities within the company.

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Recognizing the importance of comprehensive employee support, Hankey Group External provides an impressive array of benefits. These are designed to support not only the professional life but also the personal well-being of its team members.

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