Senior Manager, Go-to-Market Growth Strategy

Credit Acceptance is proud to be an award-winning company recognized both locally and nationally across multiple workplace categories. Our world-class culture is shaped by dedicated team members who are driven to succeed as professionals individually and together as a team. Backed by a strong product, exceptional people, and a stable financial foundation, we've grown into a leading provider of used and new car financing across the country.

Our Support teams work with multiple departments in a dynamic environment that promotes flexibility and autonomy, while offering the opportunity to collaborate with a diverse group of professionals. We work to comply with our company standards, exceed customer expectations, and drive our Great Place to Work culture. We deliver high-quality services aligned to business needs, driving innovative improvements that support our company strategy and modern operating principles.

The Senior Manager, Sales Go-to-Market (GTM) Strategy is responsible for defining and translating growth strategy into clear, actionable Sales plays and motions that drive dealer and revenue growth. This role operates as a high-impact strategist, connecting product value, market opportunity, and Sales execution into a cohesive growth engine.

Serving as a strategic integrator across the GTM ecosystem, this leader partners closely with Product Marketing and GTM Analytics to convert value propositions, segmentation, and performance insights into focused Sales strategies and priorities. They define where Sales should focus, what actions to take, and how field behavior should change to deliver results.

Working closely with Sales Enablement and Sales leadership, the role ensures strategies are operationalized effectively and executed consistently in the field. This is a strategy-focused role responsible for defining direction and driving accountability for outcomes, rather than executing enablement or managing Sales systems. Success requires the ability to operate in ambiguous environments, drive clarity across multiple stakeholders, and take ownership for outcomes.

Outcomes and Activities:

GTM Strategy Integration and Translation

• Synthesize inputs from Product Marketing and GTM Analytics to define clear, actionable Sales strategies.
• Translate value propositions, segmentation, and opportunity sizing into focused direction for the Sales organization.
• Ensure alignment between product intent, market opportunity, and Sales execution priorities.

Sales Play and Motion Design

• Define how Sales behavior must change to deliver growth across key initiatives.
• Design repeatable Sales strategies that clarify target dealers, outreach approach, and required field actions.
• Translate product positioning into clear messaging frameworks for Sales teams to use in dealer interactions.

Sales Prioritization and Focus

• Define where Sales should spend time across segments, initiatives, and dealer opportunities.
• Establish prioritization frameworks that guide resource allocation and field focus.
• Ensure Sales is not overloaded with competing priorities and that initiatives are sequenced for maximum impact.

Segmentation Deployment

• Partner with GTM Analytics to validate segmentation logic and opportunity sizing.
• Translate segmentation into clear Sales strategies, including dealer prioritization and reason code frameworks.
• Define requirements for CRM workflows needed to operationalize segmentation in the field.

Product Launch Strategy (Sales Layer)

• Partner with Product Marketing to translate product value propositions into Sales strategies.
• Define targeting, sequencing, and Sales strategies for key product and pricing initiatives, including DealerTrack, Franchise Comeback, and DVM.
• Participate in CVTs to ensure alignment between product development and Sales strategy.

Execution Alignment and Accountability

• Partner with Sales Enablement to ensure Sales strategies are clearly operationalized and executed in the field.
• Align on rollout approaches, expectations, and execution requirements for each initiative.
• Monitor adoption and identify execution gaps, risks, and inconsistencies.
• Drive accountability by escalating issues, providing feedback, and recommending adjustments to improve performance.

Measurement and Performance Improvement

• Define success metrics for Sales strategies, including adoption, behavior change, and revenue impact.
• Partner with GTM Analytics and Sales Enablement to evaluate performance and identify insights.
• Continuously refine strategies based on field results and feedback.

Cross-Functional Collaboration

• Partner closely with Sales leadership, Product Marketing, GTM Analytics, and Sales Enablement to ensure alignment.
• Drive clarity and alignment across teams working on complex, cross-functional initiatives.
• Influence decision-making and resolve ambiguity to ensure strategies are actionable and effective.

Knowledge and Skills:

• Strong analytical skills with the ability to interpret data, identify opportunities, and translate insights into actionable recommendations.
• Demonstrates strong initiative, intellectual curiosity, and a bias toward action, with the ability to continuously refine strategies based on performance and feedback.
• Strong strategic thinking and structured problem-solving skills.
• Ability to synthesize complex inputs into clear, actionable strategies and priorities.
• Analytical mindset with comfort working with segmentation, prioritization, and performance data.
• Strong business judgment and ability to prioritize for maximum impact.
• Understanding of Sales behavior and how field actions drive business outcomes.
• Understanding of go-to-market models and how segmentation, targeting, and positioning translate into Sales execution.
• Ability to influence cross-functional stakeholders and drive alignment without direct authority.

Requirements:

• Bachelor's degree in Business, Marketing, Economics, Strategy, or a related field.
• 4-8 years of experience in strategy consulting, GTM strategy, product marketing, or a related role.
• Experience working with or alongside Sales organizations in a B2B environment.
• Demonstrated experience translating strategy into execution-oriented plans.
• Familiarity with CRM systems, analytics tools, and GTM operating models is a plus.

Targeted Compensation: $180,000 - $200,000 base salary + an annual bonus plan.

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Benefits

• Excellent benefits package that includes 401(K) match, adoption assistance, parental leave, tuition reimbursement, comprehensive medical/ dental/vision and many nonstandard benefits that make us a Great Place to Work

Our Company Values:

To be successful in this role, Team Members need to be:

• Positive by maintaining resiliency and focusing on solutions
• Respectful by collaborating and actively listening
• Insightful by cultivating innovation, accumulating business and role specific knowledge, demonstrating self-awareness and making quality decisions
• Direct by effectively communicating and conveying courage
• Earnest by taking accountability, applying feedback and effectively planning and priority setting

Expectations:

• Remain compliant with our policies processes and legal guidelines
• All other duties as assigned
• Attendance as required by department

Advice!

We understand that your career search may look different than others. Our hiring team wants to make sure that this would be a fit not just for us, but for you long term. If you are actively looking or starting to explore new opportunities, send us your application!

P.S.

We have great details around our stats, success, history and more. We're proud of our culture and are happy to share why - let's talk!

Required degrees must have been earned at institutions of Higher Education which are accredited by the Council for Higher Education Accreditation or equivalent.

Credit Acceptance is dedicated to providing a safe and inclusive working environment for all. As part of our Culture of Compliance, we are proud to be an Equal Opportunity Employer and value our culturally diverse workforce. All qualified applicants will receive consideration for employment regardless of the person's age, race, color, religion, sex, gender, sexual orientation, gender identity, national origin, veteran or disability status, criminal history, or any other legally protected characteristic.

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