The RoleThe
Vice President, Dealer Solutions - LoJack is the senior commercial leader responsible for the
overall performance, growth, and profitability of the LoJack business, with direct accountability for
sales, account management, renewals, expansion, channel performance, and commercial execution.
This role serves as the
enterprise leader for all customer-facing commercial functions for LoJack, uniting
new business sales and account management under a single strategy and operating model. The VP will act as a general-manager-style leader-setting direction, driving revenue, expanding customer value, and ensuring tight alignment between market needs and internal delivery.
Success in this role requires
deep cross-functional partnership. The VP works closely with
Product, Engineering, Operations, Professional Services, Marketing, Supply Chain, Finance, and Executive Leadership to translate customer needs into roadmap priorities, ensure operational readiness, and deliver consistent customer outcomes at scale.
This is a highly visible leadership role for a proven builder who can balance strategic leadership with hands-on commercial execution across large dealer groups, national partners, and strategic channels.
What You'll DoCommercial & Business Leadership- Own the end-to-end commercial strategy and execution for LoJack, encompassing new sales, renewals, expansions, reorders, and long-term account growth.
- Lead and integrate Sales and Account Management teams to ensure consistent customer experience, clear accountability, and predictable revenue outcomes.
- Drive sustained revenue growth by balancing net-new acquisition with retention, penetration, and lifetime value expansion.
- Establish clear operating cadence, performance metrics, and forecasting discipline across the commercial organization.
Sales Strategy & New Business Development- Lead enterprise-level and large dealer-group sales motions, including complex, consultative deals with senior decision-makers.
- Build and maintain executive relationships with dealer principals, C-suite leaders, and national automotive partners.
- Champion value-based selling across dealership functions (Sales, F&I, Service, Operations) to maximize adoption and impact.
- Partner with Marketing and Enablement to refine positioning, messaging, pricing, and go-to-market execution.
- Oversee pipeline health, forecasting accuracy, and deal execution using Salesforce and related tools.
Account Management, Retention & Expansion- Own customer retention and expansion strategy across the LoJack customer base.
- Lead executive-level account relationships, including QBRs, escalations, and long-term partnership planning.
- Ensure contractual renewals, reorders, and upsell opportunities are proactively managed and executed.
- Translate customer outcomes and usage data into growth and roadmap insights.
Channel & Partner Leadership- Define and execute channel partner strategy to expand market reach and improve sales efficiency.
- Develop partner programs, enablement, incentives, and performance management mechanisms.
- Ensure partners are aligned to LoJack's value proposition, operating standards, and growth strategy.
Cross-Functional Leadership & Execution- Act as the primary point of commercial alignment across Product, Engineering, Operations, Professional Services, Supply Chain, Finance, and Marketing.
- Drive prioritization and trade-off decisions to align customer commitments with product roadmap and delivery capacity.
- Influence without authority to ensure seamless execution from sale through implementation and ongoing service.
- Serve as the internal and external executive voice of the LoJack business.
Market Insight & Performance Management- Monitor market trends, competitive dynamics, and customer needs to inform strategy and investment decisions.
- Track and analyze commercial, product, and operational KPIs to continuously improve performance.
- Use data-driven insights to adjust pricing, packaging, and go-to-market approaches.
Executive Communication & Leadership- Provide clear, concise updates to executive leadership on revenue performance, customer health, risks, and growth initiatives.
- Prepare and deliver executive-level presentations for internal leaders, customers, and partners.
- Build and lead high-performing teams with a strong culture of accountability, transparency, and results.
Travel- Travel up to 80% to engage customers, dealer groups, partners, and internal teams.
What You'll Bring- Bachelor's degree in Business, Marketing, or related field; MBA preferred.
- 10+ years of progressive leadership experience across sales, account management, or commercial leadership in automotive, SaaS, or adjacent industries.
- Demonstrated success leading enterprise or large dealer-group revenue growth, including renewals and expansion.
- Strong understanding of dealership economics, front-to-back deal structure, and multi-department adoption.
- Proven ability to partner cross-functionally with Product, Engineering, and Operations to deliver customer outcomes.
- Executive-level presence with strong negotiation, communication, and relationship-building skills.
- Experience building, leading, and integrating teams across multiple commercial functions.
- Strong operational discipline, forecasting rigor, and data-driven decision-making capabilities.
- Proficiency with Salesforce, Excel, PowerPoint, and modern productivity tools.
- Willingness to travel extensively; clean driving record required.
It is impossible to list every requirement for, or responsibility of, any position. Similarly, we cannot identify all the skills a position may require since job responsibilities and the Company's needs may change over time. Therefore, the above job description is not comprehensive or exhaustive. The Company reserves the right to adjust, add to or eliminate any aspect of the above description. The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs.
