Business Development Manager

Business Development ManagerWho We Are

Accelerate your career at Solera.
You’ll find great people, a culture of collaboration, a competitive benefits package, and the opportunity to grow as far as your talents and ambition will take you. With more than 235,000 partners and customers across 90+ countries, Solera is helping shape the future of vehicle lifecycle management.

We are transforming every touchpoint of the vehicle lifecycle into a connected digital experience. Challenges inspire us, and we continuously push ourselves to improve. Our teams are entrepreneurial, accountable, collaborative, and focused on delivering meaningful results for our customers.

Learn more about us at solera.com.

What You’ll Do

• Own net-new dealer acquisition within the assigned territory, with primary accountability for identifying, penetrating, and closing new dealership and dealer-group opportunities.
• Own the full sales cycle, including aggressive prospecting, opportunity qualification, solution presentation, negotiation, and closing.
• Build and maintain a consistently healthy pipeline with clear expectations around pipeline coverage, opportunity creation, stage progression, conversion, and revenue production.
• Execute disciplined daily prospecting activity through outbound calls, executive outreach, field visits, referrals, networking, and targeted conquest activity.
• Develop territory and account plans that identify priority prospects, whitespace opportunities, competitive displacement targets, and clear paths to revenue.
• Establish strong relationships with dealership owners, executive leadership, general managers, sales leadership, F&I, fixed operations, and other key decision makers.
• Present value-based selling strategies that clearly articulate dealer economics, operational impact, customer-retention benefits, and measurable return on investment.
• Effectively position LoJack and applicable Solera solutions against competitive offerings.
• Partner with key internal stakeholders, including sales leadership, solution advisors, product, implementation, operations, and customer success, to advance and close high-value opportunities.
• Actively identify opportunities to expand customer relationships across the broader Solera ecosystem, partnering with internal teams to introduce additional solutions where they can create meaningful value for the dealer.
• Establish appropriate business-review cadences with customers to strengthen relationships, identify additional growth opportunities, and support long-term retention.
• Maintain accurate forecasting and CRM discipline, including timely Salesforce updates, next steps, close dates, decision makers, deal strategy, and opportunity progression.
• Meet or exceed established daily, weekly, monthly, quarterly, and annual activity, pipeline, productivity, and revenue targets.
• Demonstrate urgency and ownership throughout the sales cycle, proactively removing obstacles and advancing opportunities without excessive management intervention.
• Consistently inspect individual performance against goals and quickly adjust activity, strategy, or execution when pipeline, conversion, or revenue results fall below expectations.
• Attend necessary customer, partner, and internal status meetings.

Collaborate with product management and other internal teams on customer requirements, integrations, certifications, and strategic initiatives when appropriate.

• Maintain a strong understanding of the automotive industry, including dealer operations, competitive dynamics, technology trends, industry performance indicators, and evolving customer needs.
• Remain a curious learner of the industry, our customers, our competition, and the broader Solera portfolio.

What You’ll Bring

• Bachelor’s degree or equivalent professional experience.

5+ years of successful sales or business-development experience; automotive technology, SaaS, or software sales experience preferred.

• Proven history of exceeding quota and measurable new-business revenue targets.
• Demonstrated expertise in conquest selling and net-new customer acquisition.
• Strong track record of identifying, developing, negotiating, and closing sales opportunities.
• Demonstrated 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.
High workplace efficiency with strong organizational, project-management, and multitasking skills.

• Experience working collaboratively across multiple departments to ensure successful customer acquisition, implementation, and ongoing support.
• Competitive, resilient, self-motivated, and highly accountable.

Strong work ethic, integrity, and personal ownership.

• Comfortable operating in a high-performance, metrics-driven sales environment where activity, pipeline, conversion, forecasting accuracy, and revenue results are consistently measured.
• Ability to operate independently, create urgency, solve problems, and deliver results with limited oversight.

Performance Expectations

Success in this role is ultimately measured by the ability to hunt, create pipeline, acquire new customers, close business, and deliver sustainable revenue growth.

Relationship development is essential, but this is fundamentally a production-oriented sales role. Business Development Managers are expected to demonstrate consistent activity, strong pipeline discipline, accurate forecasting, measurable opportunity progression, and individual accountability for results.

Successful BDMs will also look beyond the immediate transaction, identifying opportunities to deepen customer relationships and connect dealers with additional capabilities across the broader Solera ecosystem where those solutions can create meaningful business value.

EQUAL OPPORTUNITY EMPLOYER

The Solera group is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws.