ABOUT TEKION:
Positively disrupting an industry that has not seen any innovation in over 50 years, Tekion has challenged the paradigm with the first and fastest cloud-native automotive platform that includes the revolutionary Automotive Retail Cloud (ARC) for retailers, Automotive Enterprise Cloud (AEC) for manufacturers and other large automotive enterprises and Automotive Partner Cloud (APC) for technology and industry partners. Tekion connects the entire spectrum of the automotive retail ecosystem through one seamless platform. The transformative platform uses cutting-edge technology, big data, machine learning, and AI to seamlessly bring together OEMs, retailers/dealers and consumers. With its highly configurable integration and greater customer engagement capabilities, Tekion is enabling the best automotive retail experiences ever. Tekion employs close to 3,000 people across North America, Asia and Europe.
JOB INTRODUCTION:
The Manager, Account Development is responsible for leading the account development function through frontline leadership of Account Development Representatives (ADRs) and, where applicable, team leads or associate managers. This role drives outbound and inbound prospecting strategy, lead qualification excellence, and early-stage pipeline generation to support company revenue objectives. The Manager partners closely with Sales, Marketing, Revenue Operations, and other go-to-market stakeholders to optimize territory coverage, improve conversion performance, and scale effective development programs. The ideal candidate is a strategic and data-driven sales development leader with strong people management capabilities, operational discipline, and a proven ability to build high-performing teams.
KEY ROLES AND RESPONSIBILITIES:
- Lead, develop, and manage the account development team to achieve pipeline generation, meeting creation, and lead conversion goals
- Drive execution of inbound and outbound prospecting strategies across assigned markets, segments, or territories
- Establish team goals, monitor performance metrics, and ensure consistent attainment of productivity, quality, and pipeline targets
- Coach managers, team leads, and/or ADRs on prospecting effectiveness, messaging, objection handling, qualification rigor, and meeting quality
- Partner with Sales leadership, Marketing, and Revenue Operations to align outreach motions, campaign execution, lead routing, and handoff processes
- Use data and funnel insights to identify trends, diagnose gaps, and implement process improvements that increase efficiency and conversion rates
- Oversee onboarding, training, and ongoing enablement programs to improve ramp time, skill development, and career progression within the team
- Ensure disciplined use of CRM and sales engagement tools, maintaining high standards for activity tracking, reporting accuracy, and pipeline visibility
- Support workforce planning, hiring, and organizational design to scale the account development function in alignment with business growth objectives
- Build a strong performance culture through accountability, recognition, engagement, and development-focused leadership
- Contribute to strategic planning for account development programs, including segmentation, coverage model recommendations, and resource allocation
- Serve as an escalation point for performance management, process issues, and cross-functional coordination needs
BASIC QUALIFICATIONS:
- 6–8 years of experience in sales development, account development, inside sales, or related go-to-market roles, including 2–4 years of people management experience
- Proven success leading high-performing sales development or account development teams in achieving pipeline and meeting generation targets
- Strong analytical skills with experience using performance metrics and funnel data to drive decision-making and improvement
- Demonstrated ability to coach frontline managers, team leads, or individual contributors to higher…