Director, New Vertical Sales (Auto Loans)

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director, New Vertical Sales (Auto Loans) based in the United States.

Join an innovative financial technology environment focused on giving consumers greater flexibility and control over their recurring financial commitments. As Director of New Vertical Sales, you will lead the go-to-market strategy and commercial expansion into the auto loan market, building a new business vertical from the ground up. You will identify high-value partnership opportunities across the automotive finance ecosystem, develop executive-level relationships, and negotiate strategic agreements. From initial prospecting to contract execution and launch, you will own the full sales cycle and help establish a scalable partner acquisition strategy. Working closely with Product, Engineering, Marketing, and Finance, you will translate market insights into compelling offerings that deliver measurable value for lenders and borrowers. You will also leverage AI-powered sales tools to optimize prospecting, improve pipeline efficiency, and accelerate deal progression. This remote opportunity is ideal for a commercially driven leader who thrives in ambiguity, combines strategic vision with hands-on execution, and is excited to build a new market from zero to one. \n

Accountabilities

Define the go-to-market strategy:

Develop and execute the commercial strategy for entering and expanding within the auto loan market, identifying high-potential partner segments and prioritizing opportunities for growth.

Own the complete sales cycle:

Lead prospecting, pipeline development, executive relationship-building, negotiations, contract execution, and partnership launches.

Build strategic relationships:

Establish credibility with C-level executives and senior decision-makers across automotive manufacturers, dealership groups, auto lenders, automotive insurance technology companies, and related platforms.

Negotiate complex commercial agreements:

Structure partnership economics that create value for both parties while navigating legal, compliance, procurement, and other stakeholder requirements.

Drive successful partner launches:

Manage partnerships from signed agreement through technical implementation and go-live, collaborating with Product and Engineering to ensure smooth execution and early performance measurement.

Translate market insights into strategy:

Gather partner feedback, monitor competitive dynamics, and identify emerging opportunities to inform product development, marketing strategies, pricing, and market positioning.

Build a repeatable sales engine:

Develop and refine sales playbooks, document market learnings, establish scalable processes, and create a repeatable approach to partner acquisition.

Leverage AI-enabled sales tools:

Use AI-assisted tools to improve prospecting, personalize outreach, analyze competitive intelligence, optimize pipeline management, and accelerate deal progression.

Influence cross-functional execution:

Work closely with Product, Engineering, Marketing, Finance, and other internal stakeholders to align commercial priorities with product capabilities and business objectives.

Drive long-term vertical growth:

Establish a growing portfolio of active lender partnerships, identify opportunities for expansion, and develop a clear strategic perspective on future growth within the auto finance ecosystem.

Requirements

Extensive commercial experience:

At least 10 years of experience in enterprise sales, business development, or strategic partnerships, ideally involving automotive manufacturers, dealership groups, auto lenders, automotive insurance technology companies, or related platforms.

Proven deal-closing ability:

Demonstrated success closing complex, high-value, first-of-their-kind commercial agreements in emerging markets, particularly involving embedded financial products, consumer payments, or buy now, pay later (BNPL) solutions.

Automotive industry expertise:

Strong understanding of the relationships between manufacturers, dealerships, lenders, and consumers, as well as the role of payment flexibility throughout the vehicle purchasing and ownership lifecycle.

Executive-level influence:

Experience building trusted relationships with C-suite executives and senior decision-makers, navigating complex organizations, and securing alignment among multiple stakeholders.

Financial and commercial acumen:

Ability to develop and evaluate deal models, structure partnership economics, negotiate commercial terms, and balance financial discipline with pragmatic deal-making.

Strategic and entrepreneurial mindset:

A track record of building new business opportunities, developing go-to-market strategies, and creating commercial processes in ambiguous or evolving environments.

Strong ownership and initiative:

Ability to independently establish priorities, take action without waiting for direction, overcome obstacles, and maintain momentum throughout complex sales cycles.

Cross-functional collaboration:

Experience partnering effectively with Product, Engineering, Marketing, and Finance teams to translate commercial opportunities into viable offerings and successful implementations.

Excellent communication and negotiation skills:

Ability to articulate value propositions, influence senior stakeholders, navigate difficult negotiations, and communicate complex commercial concepts clearly.

AI-driven sales expertise:

Interest in or experience using AI-assisted sales tools to improve prospect research, outreach personalization, competitive analysis, and sales productivity.

Benefits

Competitive on-target earnings (OTE):

Compensation includes a commission-based earnings structure, with the anticipated annual OTE varying by location: New York City, San Francisco Bay Area, Los Angeles, and Seattle:

$272,000–$340,000 USD.

Austin, Washington, D.C., Philadelphia, San Diego, Chicago, and Atlanta:

$242,000–$306,000 USD.

Salt Lake City and all other U.S. cities:

$231,000–$289,000 USD.

Performance-based earning potential:

Commission opportunities tied to the role's sales compensation structure.

Company equity:

Eligible employees may participate in company equity programs.

Healthcare coverage:

Medical, dental, and vision insurance for full-time U.S. employees.

Retirement savings:

401(k) plan with company matching.

Flexible paid time off:

Unlimited PTO, plus 13 company-paid holidays.

Family support:

Parental leave benefits.

Membership benefit:

Complimentary subscription to the company's financial flexibility platform.

Remote work:

Opportunity to work remotely within the United States.

Relocation assistance:

Potential eligibility for relocation support, subject to applicable program requirements.

Growth and impact:

Opportunity to build a new commercial vertical, shape strategic partnerships, and influence the development of emerging financial products.

Inclusive culture:

Work in a collaborative, growth-oriented environment that values diverse perspectives, curiosity, accountability, and empathy.

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