Inside Sales Manager

The Opportunity:

TrueCar is seeking a high-energy, detail-oriented Inside Sales Manager to drive franchise territory growth and dealer group acquisition in the region. You will own a dedicated target list of franchised dealerships and multi-rooftop dealer groups — built from equal segments of each field territory — and work every account top to bottom, from first touch through signed agreement.

Reporting to the Regional Director – Central, in this role you will map OEM/franchise accounts, run outbound prospecting, qualify inbound interest, build your own executive-ready pitch decks and market intelligence, and close incremental revenue across your assigned accounts in support of the central region.

Success in this role depends on strong collaboration with the Business Development Managers (BDMs) who own the territories your targets are carved out from, and with the Dealer Performance Managers (DPMs) who manage active stores in those markets. You will operate as a peer on the regional team — aligning on account strategy, trading market intelligence, and coordinating outreach so the region moves as one.

The ideal candidate will reside in the Central Time Zone.

How You'll Drive TrueCar's Success:

• Territory Mapping & Account Ownership: Build and maintain your target list of franchised dealerships and multi-rooftop dealership groups, working each account from initial research through close.
• Pipeline Generation & Prospecting: Execute outbound phone, email, and digital prospecting campaigns to penetrate accounts across your assigned book.
• Revenue Ownership: Own and exceed assigned revenue and growth targets; identify and close incremental revenue opportunities across both new and existing dealer partners.
• Cross-Functional Alignment: Coordinate with territory BDMs on account strategy and market coverage, and with DPMs on the health and history of active stores in your markets, to avoid channel conflict and sharpen your approach.
• Pitch Development & Market Intelligence: Build customized proposal decks, competitive analyses, and OEM-specific market data that convey TrueCar's value proposition to General Managers, Executive Managers, and Franchise Group Leadership.
• Campaign & Cadence Execution: Build and optimize outbound sequence cadences and cold-outreach templates using modern sales tech.
• Inbound Lead Qualification & Discovery: Rapidly qualify inbound franchised dealer inquiries, identify key decision-makers, and run high-value discovery meetings.
• Upsell & Expansion: Partner with DPMs to identify and close product upsell opportunities within existing franchised accounts.
• CRM & Data Hygiene: Maintain meticulous Salesforce records, tracking account penetration, contact matrices, open pipeline stages, and outreach cadence analytics.
• Contract & Deal Execution: Draft commercial agreements, structure custom deal terms, and coordinate with Legal and Operations to accelerate deal close.
• Onboarding & Hand-off: Ensure seamless handoffs of closed-won franchised accounts to DPMs, Account Management, and Operations to guarantee swift product implementation and dealer activation.

Your Expertise:

• 2+ years of experience in inside sales, sales development (SDR/BDR), or full-cycle B2B sales in SaaS, digital marketplaces, advertising, or automotive technology.
• Demonstrated history of phone/email prospecting, outbound lead generation, and running client discovery within B2B environments.
• Proven ability to turn complex product capabilities and market data into simple, client-ready pitch decks and proposals.
• Track record of working effectively alongside field sales and account management counterparts on shared territories.
• Deep proficiency with Salesforce and modern sales tools (e.g., Outreach, Salesloft, Gong, LinkedIn Sales Navigator).
• Understanding of franchised dealership operations, OEM dynamics, digital retail, or dealership software systems highly preferred.
• Exceptional written and verbal communication skills with strong executive presence.
• Tech-savvy self-starter who thrives in a fast-paced, collaborative team culture.
• Bachelor's degree or equivalent practical experience.
• Ability and willingness to travel domestically 10% of the time by airplane or car