Business Development Manager

Solera, Inc.

. Own net-new dealer acquisition within the assigned territory .

Posted 10/15/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Own net-new dealer acquisition within the assigned territory
Own the full sales cycle from prospecting and qualification through presentation, negotiation, and closing
Build and maintain a healthy pipeline with clear expectations for coverage, opportunity creation, stage progression, conversion, and revenue production
Execute daily prospecting through outbound calls, executive outreach, field visits, referrals, networking, and targeted conquest activity
Develop territory and account plans identifying priority prospects, whitespace opportunities, competitive displacement targets, and paths to revenue
Establish relationships with dealership owners, executives, general managers, sales leadership, F&I, fixed operations, and other decision makers
Present value-based selling strategies articulating dealer economics, operational impact, customer-retention benefits, and measurable ROI
Position LoJack and applicable Solera solutions against competitive offerings
Partner with sales leadership, solution advisors, product, implementation, operations, and customer success to advance and close opportunities
Identify opportunities to expand customer relationships across the Solera ecosystem
Establish business-review cadences to strengthen relationships, identify growth opportunities, and support retention
Maintain accurate forecasting and Salesforce CRM updates
Meet or exceed activity, pipeline, productivity, and revenue targets
Attend customer, partner, and internal status meetings
Collaborate on customer requirements, integrations, certifications, and strategic initiatives
Maintain strong knowledge of the automotive industry, dealer operations, competitive dynamics, technology trends, and customer needs
Hunt, create pipeline, acquire customers, close business, and deliver sustainable revenue growth

Requirements

What you’ll need

Bachelor’s degree or equivalent professional experience
5+ years of successful sales or business-development experience
Proven history of exceeding quota and measurable new-business revenue targets
Expertise in conquest selling and net-new customer acquisition
Strong track record of identifying, developing, negotiating, and closing sales opportunities
Ability to self-source opportunities rather than relying primarily on inbound leads
Ability to consistently build pipeline and convert opportunities into revenue
Strong territory-management, forecasting, and pipeline-management discipline
Experience selling to dealership operators, ownership groups, or senior executive decision makers strongly preferred
Automotive industry experience, including familiarity with dealership technology such as CRM, DMS, F&I, inventory, telematics, or related solutions
Skilled presenter and communicator with strong executive presence
Strong negotiation and closing capabilities
Excellent active-listening, discovery, presentation, and consultative-selling skills
Demonstrated Challenger-style selling capabilities
Ability to understand customer business models, identify underlying challenges, and connect solutions to measurable business outcomes
Strong organizational, project-management, and multitasking skills
Experience working collaboratively across multiple departments
Competitive, resilient, self-motivated, and highly accountable
Strong work ethic, integrity, and personal ownership
Comfortable operating in a high-performance, metrics-driven sales environment
Ability to operate independently, create urgency, solve problems, and deliver results with limited oversight

Benefits

Comp & perks

Competitive benefits package
Opportunity for career growth and professional development