Sales & Onboarding Specialist - Safety

About the Role

We're looking for a Safety Sales & Onboarding Specialist to join our growing team. This is a unique dual-function role that combines outside sales with hands-on customer onboarding. You'll be the face of our company in the field - both generating new business by engaging automotive dealerships that don't yet use our software platform, and ensuring newly signed customers get a smooth, thorough start with our software.

This role is ideal for someone who loves to travel. Travel will include overnight stays while you perform chemical and equipment inventories for our customers who have our Safety software and visit other dealerships in the same areas who don't have our Safety software but may have one of our other products. You must enjoy meeting new people, handle objections, pitch our software products, negotiate deals and be driven by making the sales. Comfortably walking into a dealership cold, striking up a conversation, and also rolling up their sleeves to do a detailed dealership walkthrough. You'll split your time between selling our software and onboarding signed customers, working closely with our sales presenters and customer success team.

This role will report directly to the Director of Safety, but will work closely with the VP of Sales and other departments to grow the business.

Key Responsibilities

New Business Development (Outside Sales)

- Travel to and conduct in-person visits to dealerships that are not currently using ComplyAuto's Environmental, Health & Safety (EHS) software to generate interest and develop new sales leads.

- Offer and perform brief, no-cost facility inspections as a way to initiate conversations, identify potential compliance concerns and demonstrate the value of ComplyAuto's software solutions.

- Engage dealership decision-makers, including service managers, general managers, and owners, in discussions about EHS compliance risks and how ComplyAuto's software can help address them.

- Present in-person product demonstrations to the potential customers, followed by discussing pricing.

- Negotiate pricing and contract terms within established Company guidelines, prepare and send Product Service Agreements (PSAs), and close new business.

- Consistently meet or exceed monthly, quarterly, and annual recurring revenue (ARR) quotas.

Customer Onboarding

- Travel to customer dealerships to conduct in-person onboarding walkthroughs following contract execution.

- Complete a comprehensive chemical inventory at each assigned dealership location, including adding quantities for hazardous chemicals to ComplyAuto's software.

- Complete a comprehensive equipment inventory at each assigned dealership location.

- Create an accurate facility diagram in ComplyAuto's software, identifying the layout, storage areas, equipment locations, and other necessary fields.

- Enter facility data, and chemical and equipment inventory into ComplyAuto's software platform to configure and establish the customer's account.

- Educate and train dealership staff on how to use the platform, answer initial questions, and introduce them to their assigned regional Safety Specialist for ongoing support.

Cross-Functional Collaboration

- Maintain accurate sales forecasts and provide timely updates regarding pipeline activity and anticipated closings.

- Maintain accurate and timely records of prospecting activities, meetings, demonstrations, opportunities, products discussed, sales stages, and next steps in HubSpot, the Company's customer relationship management (CRM) system.

- Develop and manage an efficient territory travel /schedule to maximize in-person dealership coverage while minimizing travel time and expenses.

- Develop strong relationships and maintain them as to continue developing relationships with our customers to reduce churn.

- Communicate onboarding findings, risks, or customer concerns to the regional safety specialist.

- Provide field feedback to sales and product teams on dealership needs, objections, and competitive insights.

Qualifications

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Bachelor's degree in business or related field; and 2-3 years of customer experience supporting and upselling technical products; or any combination of education, experience, and training which provides the following knowledge, skills, and abilities:

- 1+ year of experience in outside sales, field sales, or a customer-facing field role (automotive industry experience a plus).

- Demonstrated comfort with in-person prospecting, including approaching businesses without a scheduled appointment, initiating conversations with decision-makers, and generating interest in products or services.

- Excellent interpersonal and communication skills with the ability to establish and maintain effective working relationships and successfully interact with people at all management and support levels, within and outside the organization.

- Strong attention to detail and organizational skills, with the ability to accurately complete chemical and equipment inventories, document facility information, and create basic facility diagrams.

- Valid driver's license and clean motor vehicle record to maintain insurability for rental vehicles while on business travel; willing and able to travel approximately 70% of the time, including frequent overnight travel Monday through Friday, sometimes on weekends, all based on business and customer needs.

- Strong computer and technology skills, including experience using CRM systems, tablets/laptops, web-based software platforms, and basic diagramming or documentation tools

- Ability to perform the physical activities associated with dealership walkthroughs and inspections, including walking and standing for extended periods and moving throughout service areas, parts departments, storage locations, and other dealership facilities.

- Self-motivated and ability to manage an independent, field-based schedule.

- Proven ability to consistently perform duties with integrity, effectiveness, efficiency, and at the highest level of professionalism.

- Ability to learn and effectively demonstrate the basic functionality and value of ComplyAuto's EHS software and provide introductory platform training to new customers.

- Ability to meet regular attendance expectations and meet tight deadlines.

- Reside within 60 miles of major commercial airport to facilitate efficient and cost-effective travel.

Preferred:

- Experience or familiarity with automotive dealership operations.

- Background in EHS, compliance, safety, or regulatory environments.

- Experience working in a SaaS or technology-based organization.

What Success Looks Like

- A steady pipeline of new dealership leads converted into ComplyAuto Safety customers.

- High-quality, accurate onboarding walkthroughs completed on schedule for new customers.

- Positive customer feedback on the onboarding experience.

- Strong working relationships with the sales and customer success teams.

Compensation & Benefits

- 67K-75k Base, commensurate with experience plus Commission (On Target Earnings approximately $100,000+). Commission tied to product sales.

- Mileage/travel reimbursement.

- 401(k) $1 to $ 1 match up to 5%

- Medical, dental, and vision insurance; we pay 100% of premiums for employee and family

- HSA contribution for qualifying plans

- Unlimited paid time off and 11 observed holidays

- Full-time remote opportunity, equipment provided

This job description is intended to convey information essential to understanding the scope of the role and is not exhaustive. Duties, responsibilities, and activities may change at any time.

Applicants must be authorized to work in the United States and able to provide proof of work authorization within three days of start date. We are unable to sponsor or take over sponsorship of employment visas at this time.

This is a fully remote opportunity, but candidates must reside within the Continental United States. Please note that we are not accepting applications from candidates residing in California, Hawaii, and Alaska for this position.

ComplyAuto is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, age, religion, sexual orientation, national origin, disability, gender identity, genetic information, pregnancy, veteran status or any other protected characteristic as outlined by federal, state, or local laws. We participate in the E-Verify program.