Director – Revenue Management

Who We Are:
At OPENLANE we make wholesale easy so our customers can be more successful.

We’re a technology company building the world’s most advanced—and uncomplicated—digital marketplace for used vehicles.
We’re a data company helping customers buy and sell smarter with clear, actionable insights they can understand and use.
And we’re an innovation company accelerating the future of wholesale remarketing through curiosity, collaboration, and an entrepreneurial spirit.

Our Values:
Driven Waybuilders. We pursue challenges that inspire us to build, create, and innovate.
Relentless Curiosity. We seek to understand and improve our customers’ experience.
Smart Risk-Taking. We transform risk into progress through data, experience, and intuition.
Fearless Ownership. We deliver what we promise and learn along the way.
 

The Director, Revenue Management & Customer Retention will be a key leader within the US Marketplace, reporting directly to the VP, Merchandising & Pricing. This role will be responsible for driving revenue optimization and customer retention strategies, ensuring pricing excellence, and embedding customer-focused analytics into business decisions. The Director will partner closely with Sales, Marketing, Operations, and Analytics to deliver profitable growth, improve customer lifetime value (LTV), and foster retention strategies that deepen dealer and buyer engagement.

The successful candidate will bring a strong blend of strategic revenue management expertise, customer lifecycle insights, and the ability to translate data-driven analysis into actionable business decisions.

You Will:

Revenue Management & Business Growth

• Lead pricing and revenue optimization strategies across the US Marketplace, ensuring competitive positioning and sustainable margin growth.

• Develop and refine models to forecast business performance, customer retention, and LTV by dealer segments.

• Partner with cross-functional leaders to design and execute initiatives that improve sales conversion, lead-to-buyer funnel efficiency, and product adoption.

• Support marketplace coverage expansion by leveraging supply & demand models and protection product pricing strategies.

• Serve as a trusted advisor to senior leadership by providing insights on revenue drivers, market opportunities, and retention risks.

Customer Retention & Experience

• Own the strategy and execution of customer retention initiatives, including touchpoint design, post-sale process tracking, and loyalty program optimization.

• Drive integration of customer data across business units to build a unified customer view and enable targeted retention interventions.

• Partner with Analytics to identify high-value customer segments and design tailored retention playbooks.

• Lead initiatives to reduce customer churn by identifying drivers of attrition and implementing preventative measures.

Data & Performance Management

• Define and monitor KPIs for revenue performance, customer retention, and LTV across dealer segments.

• Collaborate with Business Analytics and centralized Data Engineering teams to ensure access to consistent, reliable data and actionable insights.

• Establish a performance review cadence with functional leaders, translating analytics into clear action plans.

• Promote data-driven decision-making and a "test and learn" culture throughout the organization.
   

Team Leadership & Development

• Build and lead a high-performing team focused on revenue optimization and customer retention analytics.

• Foster a collaborative, innovative, and accountable culture.

• Provide coaching and development opportunities to elevate capabilities in pricing strategy, retention modeling, and customer insights.

• Ensure close alignment and collaboration with other analytics, merchandising, and sales leaders.

Who You Will Work With:

Reporting to the VP, Merchandising & Pricing, this role will Collaborate with Sales, Marketing, Operations, Analytics, Product, and Customer Experience leaders. You will engage directly with dealer partners and external stakeholders to refine retention and pricing strategies.

Must Have’s

• Bachelor’s degree in Business, Economics, Analytics, or related field; MBA preferred.

• 8+ years of experience in revenue management, pricing strategy, or customer retention leadership roles.

• Proven track record of driving revenue growth and improving customer lifetime value through data-driven strategies.

• Strong analytical and financial acumen, with the ability to interpret complex data and deliver actionable insights.

• Experience leading cross-functional initiatives and influencing senior stakeholders.

• Demonstrated success in managing high-performing teams.

• Excellent communication, storytelling, and presentation skills.

• Familiarity with CRM, loyalty programs, and advanced analytics tools.

What We Offer:

• Competitive pay

• Medical, dental, and vision benefits with employer HSA contributions (US) and FSA options (US)

• Immediately vested 401K (US) or RRSP (Canada) with company match

• Paid Vacation, Personal, and Sick Time

• Paid maternity and paternity leave (US)

• Employer-paid short-term disability, long-term disability, life insurance, and AD&D (US)

• Robust Employee Assistance Program

• Employer paid Leap into Service Day to volunteer

• Tuition Reimbursement for eligible programs

• Opportunities to expand your skill set and share your knowledge across a publicly traded, global organization

• Company culture of internal promotions, diverse career paths, and meaningful advancement

Sound like a match? Apply Now - We can't wait to hear from you!