The posting
About Carvana
If you like disrupting the norm and are looking to join a company revolutionizing an industry then you will LOVE what Carvana has done for the car buying experience. Buying a car the old fashioned way sucks and we are working hard to make it NOT suck. I mean, have you seen our vending machine?!
We are looking for people who are excited to thrive in an environment of impactful change. Team spirit is evident at Carvana and everyday we let our passions and creativity foster innovation. We take big swings, set ambitious goals, and challenge each other to make data- and process-driven decisions in everything we do. Here are a few of our stories! We’ve been changing the game since 2013, and we’re not taking our foot off the gas now. Want more of the story? Check out our background here.
About the team and position
The Commercial Sales Partner leads institutional and national account growth for ADESA, working directly with OEMs, national lenders, fleet/lease companies, and large institutional consignors. This is a quota-carrying, revenue-generating role focused on new business development and expansion of an assigned unit volume target within ADESA's wholesale remarketing platform.
What you’ll be doing
- Develop and execute a strategic account plan to grow ADESA's institutional/national consignor base, including OEMs, captive and independent lenders, and fleet/lease companies.
- Own the full sales cycle from prospecting and needs assessment through proposal development, negotiation, and contract closure for assigned national accounts.
- Build and maintain executive-level relationships with decision-makers at target and existing institutional accounts.
- Manage and grow an assigned annual unit (vehicle volume) target across a defined book of accounts, in line with the incentive plan structure.
- Monitor industry trends, competitor activity, and market conditions in wholesale vehicle remarketing to inform account strategy.
- Coordinate cross-functionally with Operations, Transportation, Title, and Marketing teams to ensure seamless onboarding and servicing of new institutional accounts.
- Provide regular pipeline updates, forecasts, and account performance reporting to sales leadership.
- Represent ADESA at industry events, conferences, and national account meetings.
What you should know
- 7+ years of B2B sales or business development experience, with a track record of managing complex, consultative sales cycles against a quota.
- Prior experience in automotive remarketing, wholesale auction, fleet/lease, or a closely related industry strongly preferred; direct relationships with OEMs, lenders, or institutional consignors a plus.
- Demonstrated success building and closing new institutional or national account relationships, not just managing an existing book.
- Strong financial and business acumen; comfortable building and presenting account plans, forecasts, and ROI cases to senior stakeholders.
- Proficiency with CRM systems (Salesforce or equivalent) for pipeline management and reporting.
- Excellent negotiation, executive presence, and relationship-building skills.
- Bachelor's degree in Business, Marketing, or related field preferred; equivalent experience considered.
- Willingness to travel 40–50% to client sites, industry events, and national account meetings.
What we’ll offer in return
- Full-Time Salary Position with a competitive salary.
- Medical, Dental, and Vision benefits.
- 401K with company match.
- A multitude of perks including student loan payments, discounts on vehicles, benefits for your pets, and much more..
- A great wellness program to keep you healthy and happy both physically and mentally.
- Access to opportunities to expand your skillset and share your knowledge with others across the organization.
- A company culture of promotions from within, with a start-up atmosphere allowing for varied and rapid career development.
- A seat in one of the fastest-growing companies in the country.
Other requirements
To be able to do your job at Carvana, there are some basic requirements we want to share with you.
- Must be able to read, write, speak and understand English.
Of course, we’ll make any reasonable accommodations for those with disabilities to perform the essential functions of their jobs.
Legal stuff
Hiring is contingent on passing a complete background check. This role is not eligible for visa sponsorship.
Carvana is an equal employment opportunity employer. All applicants receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, marital status, national origin, age, mental or physical disability, protected veteran status, or genetic information, or any other basis protected by applicable law. Carvana also prohibits harassment of applicants or employees based on any of these protected categories.
Please note this job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
