Owns enterprise business development for major automotive OEMs and industry partners, creating and closing complex strategic opportunities. Builds executive relationships, develops account strategies, leads discovery and negotiations, shapes deal structures, maintains pipeline forecasts, and expands initial wins into long-term accounts. Partners cross-functionally on business cases and implementation handoffs while reporting enterprise pipeline strategy to the CMO. Requires substantial travel and independent execution.
RevolutionParts is not just a pioneering force in the automotive eCommerce realm; we're actively seeking passionate and talented individuals to join our squad of Revolutionaries (yes, that's what we call ourselves!). As leaders in providing streamlined, user-friendly solutions, we empower automotive brands to maximize online sales. Our commitment to technology, top-notch customer service, and a profound understanding of the automotive market sets us apart. If you're ready to revolutionize the eCommerce space for automotive parts and accessories, consider joining our dynamic team of Revolutionaries.
The Role:
RevolutionParts wins its largest, most strategic accounts by creating opportunities that don't yet exist rather than waiting for them to appear. The VP, Business Development owns that mandate: building and closing high-value relationships with the world's largest automotive OEMs and industry partners, from first executive conversation through contract signature. This role operates with minimal oversight, independently developing account strategy, discovery, deal structure, and is accountable to the CMO for building a credible, expanding enterprise pipeline that turns single wins into long-term strategic accounts.
Success in this role is sustaining many high-value relationships in parallel, at very different stages of maturity, over a multi-year horizon rather than closing quickly and moving on. Because these relationships are built in person and not always over email, this role carries significant and ongoing travel to executive meetings, industry events and OEM sites.
*Phoenix metro candidates: Hybrid role, in-office 3 days/week in Tempe, AZ, with up to 10% travel.
*Non-local candidates: Open to fully remote within the U.S.
Compensation:
Base Salary: $160,000–$180,000
OTE: $265,000–$305,000+ (Uncapped commission)
Responsibilities:
- Develop new business within a focused portfolio of major automotive OEMs and industry partners, proactively creating opportunities rather than waiting on RFPs or defined buying processes in order to build a pipeline that doesn't exist until this role creates it.
- Build a point of view on each account's priorities, problems, and where RevolutionParts can create value, and proactively develop relationships with senior executives and key stakeholders, resulting in access and credibility that inbound alone won't produce.
- Identify opportunities to expand beyond the first deal into additional programs, brands, and business units, in order to convert single wins into long-term strategic accounts.
- Lead in-depth discovery to understand each account's business problem, economics, and decision-making structure, including who owns the budget, who influences the decision, and who can quietly kill it, in order to distinguish what the customer asks for from what they actually need.
- Develop compelling, outcome-based business cases and shape program structures, operating models, and rollout strategies in partnership with Product, Engineering, Operations, Finance, Legal, and Marketing, resulting in providing and offering solutions that are right for the customer and strategically, operationally, and financially right for RevolutionParts.
- Influence opportunities early, ideally before requirements are finalized or an RFP is written, in order to shape the deal on RevolutionParts' terms instead of competing on someone else's.
- Build relationships across functions and levels within each account rather than relying on a single champion, and equip customer champions to advocate for RevolutionParts internally, in order to build organizational relationships that survive reorganizations and leadership changes.
- Maintain disciplined account plans, stakeholder maps, and forecasting, and proactively create momentum when opportunities stall, resulting in building a credible enterprise pipeline that keeps advancing instead of going quiet.
- Communicate pipeline status, account risk, and enterprise strategy directly to the CMO on a regular cadence, in order to give leadership visibility into a pipeline that would otherwise stay invisible until deals close.
- Lead commercial discussions and negotiations on large, complex opportunities involving unique pricing, economics, funding models, and contractual requirements, in order to find creative deal structures without giving away more than necessary.
- Remain calm and measured through difficult negotiations, protecting RevolutionParts' interests while keeping the relationship and the deal moving forward, resulting in closed business deals that strengthens the long-term account relationship rather than straining it.
- Coordinate a structured handoff to Customer Success and Implementation post-signature and stay engaged with the executive relationship through early delivery, in order to protect the account at its highest-risk transition point and set up future expansion
- Demonstrated track record of creating and closing large, complex enterprise opportunities with automotive OEMs or similarly complex organizations [required].
- 10+ years of enterprise business development, strategic sales, or partnerships experience, with executive presence and credibility at the VP, SVP, and C-level [required].
- Ability to travel up to 40% of the time [required] to customer sites, industry events, and RevolutionParts offices is required to build and sustain executive relationships and close OEM deals.
- Excellent negotiation skills and the temperament to remain measured and effective when discussions get difficult.
- Excellent judgment operating with minimal oversight, with the ability to turn ambiguous customer problems into actionable opportunities and solutions.
- A genuine hunter mentality: a track record of creating opportunities rather than working an existing pipeline, paired with persistence, creativity, and strong ownership of moving deals forward.
- Exceptional discovery skills and the curiosity to keep asking questions other people don't ask.
- Strong written and verbal communication skills, with the ability to lead cross-functional teams without formal authority.
- Executive presence and composure representing RevolutionParts as the sole point of contact in rooms with senior OEM leadership.
- Strong organizational and political acumen, able to read power structures and competing agendas within large, hierarchical customer organizations.
- High level of discretion and trustworthiness handling sensitive customer roadmap, pricing and strategic information as trust with the account builds.
- Resilience and emotional durability to sustain motivation through long stretches of a deal cycle without a visible close.
- High self-discipline and personal accountability to set and maintain their own standards and cadence absent an existing team or playbook as needed.
- Impact: Directly influence the success of RevolutionParts by contributing to the growth of our customer base.
- Growth Opportunities: We're committed to nurturing our talent, offering a landscape where skills are honed, and leadership qualities are developed for those aiming higher.
- Exposure: Constantly work with other teams such as Marketing, Customer Experience, and Product!
- Challenge: Take on the exciting challenge of providing solutions to our customers using your knowledge and creativity.
RevolutionParts is proud to provide all full-time Revolutionaries with a comprehensive employment package including competitive compensation, career development, benefits, 401K match, parental leave, and many more valuable perks. You can learn more about our core-value driven culture at our career page.
RevolutionParts is an Equal Opportunity Employer; we value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, gender orientation, gender identity or expression, sexual identity, sexual orientation, age, marital status, family status, genetic information, veteran status, or disability status.
Please Note: You will only receive correspondence through the Lever ATS or from a @revolutionparts.com email address. If you are receiving communication through any other platform or domain, it may be fraudulent, and we urge you to ignore the communication.
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