Director of Enterprise Sales

At Insignia, we’re not your typical software company. Nestled in the heart of downtown Rock Hill, SC, we’re on a mission to shake up the automotive accessories industry. Think of us as the secret sauce helping dealerships boost sales, wow customers, and personalize vehicles like never before.

Why You’ll Love Working Here
• Your voice is heard—we’re small enough to value every idea, but big enough to make an industry impact.
• A team that’s collaborative, driven, and competitive (especially at chili cook-offs).
• Work that matters—help dealerships transform the way they sell accessories.

The Director of Enterprise Sales is responsible for identifying, pursuing, and closing high-value enterprise opportunities with OEMs, large dealer groups, strategic partners, and national accounts. This role drives top-tier revenue growth by building executive-level relationships, positioning Insignia Group’s solutions effectively, and navigating complex conversations around digital retailing, APIs, and enterprise data integrations.

Once agreements are finalized, the Director of Enterprise Sales formally transitions the relationship to the Enterprise Account Manager.

1. Enterprise Prospecting & Pipeline Development
- Identify enterprise opportunities across OEMs, DR providers, dealer groups, and national accounts.
- Build and maintain a strong enterprise-level pipeline.
- Conduct market research to identify trends and growth opportunities.
- Attend industry events and OEM meetings to generate leads.

2. Executive-Level Outreach & Relationship Building
- Build and nurture relationships with OEM and enterprise decision-makers.
- Lead high-level conversations about integrations, ROI, and enterprise strategy.
- Represent Insignia Group at an executive standard.

3. Enterprise Sales Execution
- Lead the full enterprise sales cycle from introduction through contract signing.
- Conduct discovery, technical alignment, pricing, and negotiations.
- Collaborate cross-functionally to tailor enterprise proposals.
- Deliver demos, presentations, and statements of work.

4. Enterprise Solutioning & Technical Alignment
- Work with Product and Technology teams to define technical needs.
- Communicate integration requirements and enterprise expectations.
- Ensure solutions are aligned with Insignia Group capabilities.

5. Contracting, Pricing & Deal Structure
- Collaborate on pricing strategy and contract framework.
- Lead procurement, legal, and executive negotiations.
- Maintain clear communication with leadership on risks and structure.

6. Formal Handoff to Enterprise Account Manager
- Provide a complete, organized handoff after contract execution.

- Prepare documentation: scope, timeline, contacts, risks.
- Attend kickoff, then transition out appropriately.

7. Strategic Insight & Internal Collaboration
- Provide ongoing market, competitor, and opportunity feedback.
- Support marketing in creating enterprise-facing collateral.
- Contribute to revenue planning and enterprise forecasting.

Performance Expectations
- Growth in the number of enterprise opportunities.
- Increased quality and value of pipeline.
- Growth in enterprise revenue.
- Successful conversion of OEM and enterprise prospects.
- Smooth and complete handoff to Enterprise Account Manager.
- Strong executive presence and relationship-building.

Out of Scope
- Day-to-day account management
- Customer retention
- Support or operational issue management
- Dealer-level account ownership
- Post-onboarding relationship oversight

We offer a competitive compensation and benefits package!

Salary Range: $75,000-$90,000 base per year plus uncapped commission.

If you’re excited to roll up your sleeves, geek out over details, and maybe even win the Hot Pepper Trophy at our next chili cook-off, we’d love to meet you.

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