Area Vice President, Sales

Area Vice President, Sales

Summary:

The Area Vice President, Sales (AVP, Sales) is a revenue leader responsible for delivering predictable growth and maximizing revenue performance across their assigned area, ensuring disciplined pipeline management, forecast accuracy, and consistent attainment of revenue objectives. This role provides strategic leadership and oversight to the field sales organization, including Senior Regional Sales Directors and Regional Sales Managers. Reporting directly to the Chief Revenue Officer, the AVP operates as a strategic extension of executive leadership, translating corporate revenue strategy into measurable field execution while delivering clear visibility into performance, risk, and opportunity.

Responsibilities:

• Provide strategic leadership and direction to the field sales organization, including Senior Regional Sales Directors and Regional Sales Managers.
• Own revenue performance across the assigned area, ensuring consistent achievement or overachievement of sales targets.
• Lead, coach, and develop senior sales leaders to drive accountability, performance, and professional growth.
• Establish and execute regional sales strategies aligned with company-wide revenue and growth objectives.
• Own forecast integrity and pipeline health, delivering accurate revenue projections with clear visibility into risk and upside
• Partner closely with the CRO and executive leadership to inform revenue strategy, territory planning, and organizational scaling.
• Support senior sales leaders in complex, high-value sales opportunities and strategic dealership group engagements.
• Build and maintain strong relationships with key dealership groups, OEM partners, and industry stakeholders.
• Ensure consistent adoption and utilization of CarNow's CRM and sales processes across the field sales team.
• Collaborate cross-functionally with Marketing, Product, Implementation, Customer Success, and Operations to drive customer success and retention.
• Build and develop high-performing sales leadership teams, strengthening bench talent and preparing the organization to scale.
• Address escalations and customer feedback to ensure high satisfaction and long-term partnerships.
• Represent CarNow in the market, strengthening executive relationships and elevating the company's presence at industry forums, customer engagements, and key strategic meetings.
• Drive a culture of accountability, transparency, and high performance across the field sales organization
• Adapt sales strategies in response to changing market conditions and business priorities.
• Travel as needed to support field leadership, customer engagement, and key strategic initiatives, including industry events.

Requirements:

• 8+ years of progressive sales leadership experience in the automotive or automotive SaaS industry, with direct accountability for regional or multi-region revenue performance.
• Proven success leading and scaling field sales organizations, driving consistent attainment through disciplined execution and operating rigor.
• Established executive-level dealership relationships and a strong track record selling automotive digital solutions, including digital retailing and chat technologies.
• Strong executive presence with the ability to influence C-suite stakeholders, coach senior sales leaders, and negotiate complex agreements.
• Demonstrated strategic and analytical capability, leveraging data and CRM systems to manage pipeline health, forecast accuracy, and performance KPIs.
• Self-directed, highly accountable leader who thrives in fast-paced, growth-oriented environments and drives measurable outcomes.
• Ability to operate independently while partnering cross-functionally to accelerate execution and remove obstacles.
• Bachelor's degree preferred (high school diploma or equivalent required).
• Willingness to travel up to 75% within the assigned region.