Sales Manager, Auto Refinance & Lending Solutions

Auto Sales Operations & Enablement Leader RESPONSIBILITIES • Administer, synchronize, and optimize the technology stack supporting auto lending workflows—including CRM, telephony systems, lead distribution tools, and lender/partner integrations. • Enhance sales productivity by simplifying processes, identifying operational friction, and evaluating tools that support auto loan consultations, refinance workflows, and protection product sales (e.g., GAP, VSC). • Own CRM administration (Salesforce or similar) including configuration, reporting, workflow optimization, and prioritization of auto-specific enhancements. • Create and maintain documentation on auto sales processes, partner/lender requirements, product guidelines, sales policies, and training materials (i.e., auto sales playbook). Support onboarding of new sales and operations team members. • Collaborate with sales leadership to develop incentive programs, KPIs, and reporting frameworks that improve conversion across auto loan, refinance, and F&I product sales. • Generate data-driven insights on lead quality, conversion trends, partner performance, and fulfillment outcomes to guide sales strategy and performance optimization. • Own end-to-end sales process visibility and conversion metrics for the auto sales funnel, including lead assignment, consultative outreach, documentation flow, and product attach rates. • Partner with sales staff to assist in quota achievement through better tooling, process clarity, automation opportunities, and operational support. • Work cross-functionally with marketing and sales teams to refine lead qualification criteria, evaluate campaign performance, and support dashboard/report development. • Focus on continuous improvement of auto lending sales processes and enablement, ensuring consistency, accuracy, compliance, and optimal partner alignment. • Contribute to enhancing ongoing/renewal processes, including follow-up consults, term adjustments, or additional product opportunities relevant to auto finance customers. • Support development and growth of the sales team, including hiring, training, and ongoing skill development with an emphasis on auto lending and protection products. • Ensure accurate and timely usage of the CRM system to support forecasting, pipeline reporting, partner program tracking, and audit-ready client activity logs. SKILLS / REQUIREMENTS • Demonstrated success in sales operations, business operations, revenue operations, or similar roles—ideally within auto finance, lending, refinance, or F&I product environments. • Ability to understand high-level auto lending and refinance sales strategies, translate them into system and process requirements, and ensure execution that supports measurable business impact. • Proven CRM/Salesforce experience, including configuring auto-specific workflows, building views and reports, optimizing sales processes, onboarding new hires, managing dashboards, and administering Sales/Service Cloud. • Track record of driving change and removing operational hurdles in high-growth environments; ability to work cross-functionally with Product, Compliance, Marketing, Finance, and Technology teams. • Strong quantitative and analytical skills, with the ability to extract insights from performance data, funnel analytics, partner metrics, and customer behavior. • Excellent communication skills, including the ability to present findings and recommendations to executive leadership and cross-functional stakeholders. • Strong organizational and project-management capabilities, with experience managing multiple initiatives in a fast-paced environment. Experience • Bachelor’s degree required • 5+ years in sales operations, business operations, revenue operations, or business systems • Experience building or managing a sales ops or enablement team • Salesforce Administrator certification is a plus • Experience in auto lending, auto refinance, F&I product sales, or consumer lending is strongly preferred COMPANY LendingTree is the nation’s largest online lending marketplace. That means we connect customers with multiple lenders, so they find the best deals on loans, credit cards, savings accounts and insurance. Our goal is to help people save money, and we believe the best way to do that is by giving them a way to shop for loans and compare lenders, so they make their best financial choices. Doug Lebda founded the company in 1996 after a frustrating house-hunting experience. In those days, we mostly helped people find good mortgage deals. Now, we help consumers find their best in personal loans, auto loans, business loans, student loans, credit cards, savings accounts, home equity loans and more. What else you should know: We’re a publicly-traded company (TREE). We’ve welcomed several other companies into the LendingTree family to augment our efforts at helping borrowers make their most sensible financial choices. We’ve built the LendingTree app and My LendingTree dashboard to give consumers tools to manage and monitor their financial health. CULTURE We’re a fast-paced company with an entrepreneurial bend. We work hard and test our products often. We’re collaborative, ambitious, candid and high-energy. Our teammates are some of the brightest, most talented people you’ll ever work with. We care more about your smarts than we do about the kinds of clothes you wear (but please, do wear clothes to work!), and we’re pretty good about rewarding innovation, creativity and the knack for just getting stuff done (we even have an award for employees called the GSD, “Get Stuff Done”). Come work with us! LendingTree is the kind of company that not only promotes diversity and inclusion; we thrive because of these values. We do not discriminate based on race, color, religion (or creed), gender, gender expression, age, national origin, disability, marital status, sexual orientation or military status