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OPENLANE

National Account Director

Toronto, ON, Canada
Greater Toronto Area, Canada, Canada

Full-time

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Applications open in a new tab.

Job details

Job type: Full-time
Posting language: English
Posted: Sep 25, 2026

Original job description

A National Account Director who will serve as the primary account relationship manager for commercial sellers. The core focus of this role is (1) to retain our high-value client base to increase consignment and sales volume and (2) drive revenue expansion through service penetration. This will be achieved by demonstrating to the client that OPENLANE is meeting and exceeding the client’s expectations in order to maintain long-term positive partnerships.

Reporting directly to the Senior Director, Commercial Sales and Strategy, the ideal candidate brings a strong background in relationship management, operational execution, and cross-functional leadership. In this role, they will utilize data-driven insights to guide client decisions and align internal business goals of growing Commercial volume and revenue.

You Are:

Operational Excellence Champion: You translate high-level commercial sales commitments into structured, repeatable account execution plans that deliver on our brand promise.
Solutions-Oriented Problem Solver: You thrive on resolving complex corporate client bottlenecks, proactively addressing operational vulnerabilities before they impact customer health.
Collaborative Bridge Builder: You naturally unite distributed Product, Operational, and Regional teams to orchestrate seamless customer workflows.
Data-Informed Delivery Leader: You utilize sales and operational metrics, conversion trends, and pipeline volumes to consistently optimize resource allocation and performance tracking.
Influential Matrix Leader: You drive organizational alignment and cross-functional project execution through strategic relationship-building and clear communication rather than direct authority.

You Bring:

Core Knowledge

Commercial Account Infrastructure: Deep comprehension of B2B client onboarding processes, service level agreement (SLA) monitoring, and retention management frameworks on a national scale.
Wholesale Lifecycle Dynamics: Solid understanding of the automotive remarketing, vehicle logistics, or wholesale auction ecosystem.

Functional Expertise

Portfolio Solution Delivery: Proven capability executing national or large-scale regional customer success accounts with multiple operational touchpoints.
Cross-Functional Program Influence: Documented success mapping client journeys and establishing unified workflows across Sales, Operations, and Product divisions.
Performance Metric Architecture: Experience building and managing customer success operational KPIs, delivery dashboards, and performance review cadences.

Technical Expertise

Data Analytics Fluency: Advanced ability to analyze client metrics, including inventory pipelines, conversion rates, and macro-economic factors to determine client health and provide consultation for our clients.
Executive Reporting Design: Mastery in translating complex operational performance metrics into concise, professional review decks for corporate clients and internal leaders.

You Own:

Strategic Account Leadership & Client Partnership - 30%

Build genuine relationships with key stakeholders, serving as a trusted advisor dedicated to their long-term success.
Lead strategic planning for existing Commercial accounts, ensuring alignment and partnership between the client and OPENLANE’s goals and objectives.
Ensure that the customer is kept aware of OPENLANE’s strategy and any new components, including acquisitions, products, services, or other updates, as they become available.

Commercial Growth, Solution Selling & Portfolio Expansion - 20%

Identify opportunities for revenue growth, upselling, and cross-selling of services using a solution selling, data-driven approach, including educating the client on all OPENLANE services and products that could benefit their business.
Develop and implement innovative and value-add solutions for customers based on needs analyses.
Identify and pursue opportunities to grow the commercial portfolio.
Keep up to date with market and industry news and trends.

Client Value Delivery, Reporting & Business Reviews - 20%

Forecast and track key account metrics and report on account performance, KPIs, and progress to both clients and internal stakeholders.
Build and report out program reviews for clients and internal staff that demonstrate our value and partnership
Provide actionable insight based on data and feedback to continuously improve the client experience.

Operational Alignment, SLA Management & Issue Resolution - 10%

Ensure the customer contract is being adhered to and that SLAs are being met.
Communicate across OPENLANE regarding any larger issues that require escalation and assist with the resolution of those issues to the customer’s satisfaction.

Contract, Fee & Volume Ownership - 20%

Own contract and fee management, including negotiation for the assigned client portfolio.
Own volume forecasting for the assigned client portfolio.

Who You Will Work With:

Reporting to the Senior Director, Commercial Sales and Strategy, you will work in close, daily partnership with the national commercial operations team, regional Operations leaders, Finance teams, Product & engineering, and the corporate Marketing division across Canada.

Where You Work:

Your work is performed as a Hybrid or Remote employee, depending on business needs and proximity to corporate regional offices.

Must Have’s:

5+ years of proven success within a corporate commercial environment, with 3+ years explicitly dedicated to managing customer success, operations execution, or enterprise account delivery pipelines.
Bachelor’s degree in Business Administration, Operations Management, or a verified equivalent level of high-level professional strategic execution experience.
Proven track record supporting major corporate or commercial clients on a national or established regional territory scale.
Demonstrated history of direct accountability for operational delivery tracking, cross-functional project management, and resolving complex corporate account execution bottlenecks.

Nice to Have’s:

Experience operating within the automotive remarketing, wholesale vehicle auction, or industrial fleet logistics sectors.
Direct familiarity with digital marketplace management, e-commerce platforms, or B2B SaaS implementation environments.

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More about this job

Responsibilities

Manage strategic commercial accounts, strengthen client relationships, and grow revenue through service expansion, solution selling, and portfolio development. Track account performance and volume forecasts, manage contracts and SLAs, and coordinate with internal teams to resolve issues and deliver client value.

Requirements

Requires at least five years of corporate commercial experience, including three or more years in customer success, operational execution, or enterprise account delivery, plus experience supporting major corporate or commercial clients. A bachelor’s degree in business administration or operations management, or equivalent strategic execution experience, is required; automotive remarketing, wholesale auctions, fleet logistics, digital marketplaces, or B2B SaaS experience is advantageous.

Skills

Strategic Account Management
Customer Success
Commercial Sales
Relationship Management
Revenue Growth
Solution Selling
Cross-Functional Leadership
Operational Execution
SLA Management
Contract Negotiation
Volume Forecasting
Data Analytics
KPI Reporting
Executive Reporting
Issue Resolution
Automotive Remarketing

Visa sponsorship

Not detected in the job text

Keywords

Commercial Account Management
Customer Success
Automotive Remarketing
Wholesale Vehicle Auctions
Vehicle Logistics
Enterprise Accounts
Client Retention
Revenue Expansion
Solution Selling
Cross-Functional Project Management
Client Journey Mapping
Service Level Agreements
Operational KPIs
Performance Dashboards
Data Analytics
Inventory Pipelines
Conversion Rates
Volume Forecasting
Contract Management
Fee Negotiation
Executive Reporting
Business Reviews
Digital Marketplaces
E-Commerce Platforms
B2B SaaS

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