Director, New Vertical Sales (Auto Loans)

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.