Location: Remote (US)
Type: Full-Time
Work Arrangement: Remote
About Flai
AI has transformed B2B SaaS, but it has struggled to reach the real-world industries that shape our lives. Flai is building the leading AI-native CRM for car dealerships.
Auto dealerships are a $1.3 trillion industry and sell 96% of the 16 million new cars sold each year. Yet they still run on outdated systems and manual processes, and they spend $36B a year on operations. That’s our opportunity.
Flai is live in many hundreds of dealerships across the U.S., including 20% of the top 50 dealer groups. We work closely with OEMs and distributors too, and are backed by Toyota Ventures, Gulf States Toyota, and the Findlay Automotive Group. We’ve raised over $33M, including our recent $27M Series A.
We’ve grown very fast with a small, scrappy team, and we keep moving at that pace.
Role Overview
We’re hiring a senior individual contributor to sell Flai’s AI-native sales CRM. You’ll help operators make a confident decision to replace their incumbent CRM.
You’ll work closely with the founders, sell to new dealership groups and expand relationships with dealers already using Flai for service. This is a remote role with travel for important customer meetings, pilots, industry events and group rollouts. Travel follows the deal; it is not a continuously on-the-road territory role.
What You’ll Do
Prospecting, discovery, tailored demos, pilot design, commercial proposals, negotiation and close. Build your own pipeline and partner with customer success on expansion opportunities.
Assess how a store handles lead response, appointments, sales follow-up, customer records, team activity and reporting. Connect the proposed CRM change to measurable business outcomes.
Address incumbent contracts, adoption risk, data migration, integrations, change management and rollout sequencing with the right internal partners.
Define clear stores, users, lead sources, human and AI responsibilities, success measures, owners and decision dates. Build a path from the first store to a group rollout.
Keep HubSpot pipeline and forecasts accurate. Maintain concrete next steps, identify risk early and hand signed customers to implementation and customer success with clear commitments.
Bring customer and competitive feedback to product and the founders. Help build the sales playbook as the CRM business grows.
What We’re Looking For
Automotive CRM sales experience: Direct experience personally selling automotive sales CRM, either currently or within the past 12 months.
A proven dealer track record: A record of closing deals with dealerships and dealer groups. You can explain your quota, attainment, new-logo versus expansion mix, self-sourced pipeline, deal size, sales cycle and individual contribution.
Dealership fluency: Deep knowledge of dealership sales and BDC workflows, with experience earning trust across store leadership and group stakeholders.
Strong commercial judgment: Strong discovery, demos, objection handling and commercial judgment. You can sell a replacement and manage adoption concerns without promising capabilities or delivery dates you cannot support.
A founder mindset: The discipline to run a remote sales process, the willingness to travel when it advances a deal, and the initiative to prospect and build in an early-stage environment.
Typically, this background includes three or more years in a quota-carrying automotive CRM sales role. Dealership operating experience, multi-rooftop rollouts, competitive displacement wins and a strong dealer network are valuable additions.