B2B Sales Specialist

Job description

ABOUT MOTORWAY Motorway is the UK's largest online car-selling platform. We connect private sellers directly with over 8,000 dealers nationwide. Our online platform helps sellers achieve great prices for their cars while giving dealers fast, reliable access to the stock they want for their dealerships. Founded in 2017, our award-winning, technology-led approach has redefined the experience of selling a car. Motorway is backed by some of the world’s leading technology investors, having raised £143 million in Series C funding. This is a unique opportunity to join a fast-growing scale-up at a crucial phase of growth and help change an industry for the better. ABOUT THE ROLE This is a consultative B2B sales role focused on driving platform adoption across UK car dealerships and encouraging active daily auction participation. You’ll manage a varied portfolio of dealer partners across the UK, ranging from onboarding brand-new businesses and winning back lapsed accounts, to optimizing performance for established, regular buyers. Rather than hard-selling from a rigid script, your goal is to ask great questions, understand each dealership’s unique business goals and position the value of Motorway to demonstrate a clear ROI. You will ultimately build high-value, collaborative and long-term relationships. Whether you’re delivering a powerful first impression to a new account or embedding repeatable, profitable processes into an existing or lapsed partner's daily routine, you'll act as a trusted advisor to help them win. We don't expect you to know everything on day one, but we do look for solid sales foundations, curiosity, and a drive to learn. We’ll back you with structured coaching, dedicated mentorship, and all the tools you need to succeed. WHAT YOU’LL DO - Consult & Position: Conduct high-level business conversations to uncover dealership needs, positioning Motorway as an essential, long-term inventory solution. - Drive Network Activity: Onboard new dealership partners, re-engage cold or lapsed accounts, and nurture regular users to drive daily auction participation. - Demonstrate Value Fast: Clearly articulate ROI to new or hesitant dealers while building repeatable, sustainable buying habits for mature accounts. - Pipeline Ownership: Maintain exceptional CRM hygiene using HubSpot to log activity, manage your pipeline, and report accurately. - Overcome Friction: Confidently navigate objections, address dealer pain points, and follow up consistently to keep conversations moving forward. - Collaborate for Impact: Work closely with cross-functional teams to resolve dealer challenges and feed market insights back to our product team. - Hit Targets: Take ownership of your numbers, proactively seeking coaching and feedback whenever you spot room to grow. WHO YOU ARE - Sales Foundations: You have background experience in B2B or outbound sales, working comfortably against key performance targets. - Consultative Mindset: You ask smart questions before pitching, listening intently to tailor your value proposition to each business. - Adaptable Communicator: Exceptional telephone manner with the confidence to speak to business owners and decision-makers at all levels. - CRM Competent: Comfortable managing a pipeline and staying organised across a busy, diverse portfolio using HubSpot (or a similar CRM). - Resilient & Driven: Rejection doesn't derail you; it motivates you to follow up. You’re genuinely energised by hitting and exceeding targets. - Relationship Builder: You're motivated by true customer success and prefer doing things right over closing a bad deal fast. - Continuous Learner: You’re coachable and take ownership of your development. LIFE IN THE TEAM The B2B Sales team at Motorway is a tight-knit, collaborative group who work hard, celebrate wins together, and genuinely look out for one another. You’ll be encouraged to test new approaches, ask questions, and share ideas. You'll be based in our multi-story, sea-fronted Brighton office located in the heart of the city next to Churchill Square, where vibrant culture and professional growth go hand in hand. WE OFFER A FANTASTIC RANGE OF BENEFITS TO HELP YOU THRIVE - £26,000 starting salary (OTE £48,000) - Great work-life balance with standard shifts from 9am to 5:30pm - Sea fronted office location with regular social events, office drinks, weekly massages and free snacks to keep you going! - Flexibility to work from home 1 day per week to help nail that work life balance - Stock options so you can share in Motorway’s growth and future success - Pension scheme to plan for your future with our provider NEST - Strong commitment to your personal development including budget for books, courses, conferences, etc! - Opt-in comprehensive health insurance through BUPA including fitness discounts - Cycle to work scheme - save big ££ on a new bike and accessories - One paid volunteering day a year for you to use as you wish - Generous parental benefits including 6 months full paid maternity leave, 4 weeks paternity leave and and workplace nursery scheme - ... and much more!