Product Specialist

Job Description:

• Drive net new logo acquisition across Commercial Truck, Marine, Equipment and Recreational vertical markets
• Own the full sales cycle from prospecting and pipeline generation through discovery, demonstration, negotiation and close
• Sell Conversational AI solutions to dealership groups and operators
• Execute self-sourced outbound, SDR-qualified inbound, and channel/referral-sourced prospecting
• Maintain a minimum 3x pipeline coverage ratio against quota
• Develop territory and account-level prospecting plans
• Leverage referral networks to identify cross-sell and co-sell opportunities
• Partner with SDRs to refine messaging, qualify inbound interest and convert MQLs to SQLs
• Conduct discovery sessions to understand dealership workflows, technology gaps and performance objectives
• Deliver tailored product demonstrations to dealership operators, GMs and ownership groups
• Build relationships with economic buyers, champions and end users
• Develop ROI-based business cases and proposals
• Manage deal progression in CRM with accurate forecasting, stage discipline and pipeline hygiene
• Nurture referral partners, OEM contacts and adjacent Trader Interactive business units
• Coordinate joint pipeline reviews, co-selling motions and shared account strategies with channel partners
• Represent Matador at industry events, dealer associations and trade shows
• Feed competitive intelligence, objection patterns and prospect feedback to Product, Marketing, Marketplace Sales and Leadership
• Support beta launches, product releases and vertical-specific marketing campaigns
• Partner with Marketing to refine ICP targeting, messaging and campaign effectiveness

Requirements:

• 3–5+ years of quota-carrying SaaS sales experience in a full-cycle Account Executive or equivalent role
• Demonstrated track record of consistent quota attainment at or above 100%
• Experience selling operational or vertical SaaS solutions to SMB and mid-market customers ($15K–$75K ACV)
• Strong command of consultative selling methodologies (Challenger or equivalent)
• Proven ability to self-source pipeline through outbound prospecting in addition to working inbound and partner-referred leads
• Excellent discovery, presentation, and negotiation skills with comfort presenting to C-suite and ownership-level buyers
• Data-literate and CRM-disciplined
• Experience maintaining accurate pipeline in Salesforce, HubSpot or equivalent
• Experience selling into automotive, powersports, RV, marine, or equipment dealership verticals is a bonus
• Familiarity with CRM platforms, dealership management systems (DMS), or Conversational AI/messaging products is a bonus
• Background selling within a SaaS portfolio is a bonus
• Experience working in a channel-assisted or partner co-sell sales environment is a bonus
• Comfort with product-led growth motions and shorter, transactional deal cycles alongside complex enterprise sales is a bonus

Benefits:

• Inclusive and supportive work environment
• Flexible leave options
• Up to 31 days of paid time off in the first year
• Continuing education with access to LinkedIn Learning
• Full benefits package including medical, dental and vision
• 401K with company match
• Wellness program
• Opportunity to be part of a global group of digital marketplace businesses
• Potential opportunity to work in businesses across Australia, Brazil, Chile and South Korea