Partnerships Lead, Caramel/eBay Motors

At eBay, we're more than a global ecommerce leader — we’re changing the way the world shops and sells. Our platform empowers millions of buyers and sellers in more than 190 markets around the world. We’re committed to pushing boundaries and leaving our mark as we reinvent the future of ecommerce for enthusiasts. Our customers are our compass, authenticity thrives, bold ideas are welcome, and everyone can bring their unique selves to work — every day. We're in this together, sustaining the future of our customers, our company, and our planet. Join a team of passionate thinkers, innovators, and dreamers — and help us connect people and build communities to create economic opportunity for all. About the team and the role: Caramel, an eBay company, is a fast-growing auto tech business redefining how independent dealers and private parties complete car sales by streamlining funding, paperwork, and motor vehicle department processes to deliver faster, safer transactions across the US. Many independent dealers struggle to access modern tools and support to confidently complete multiple types of car sales; Caramel empowers them with best-in-class F&I partners, the ability to skip time-consuming administrative tasks, a safe way to transact with consumers nationwide, and access to auto experts to support every deal. As part of our dealer channel expansion, eBay is scaling both the Caramel-powered independent dealer channel and our broader dealer program, relying on dealerships and institutional vehicle sellers to drive inventory selection and GMV. The US Vehicles Partnership Lead will report to the Director Dealers & Partnerships. They will be a key partner to the Head of Dealer Services, US Vehicles leadership, and dealer program leaders. They will help develop and implement the collaborative approach that supports growth across these dealer channels. This home-based role focuses on building and scaling strategic relationships with industry vendors and dealer organizations—including NIADA, NADA, state independent dealer associations, technology and service providers, and other ecosystem partners—to source, activate, and grow dealer relationships and programs. You will partner with leadership on strategy while serving as a day-to-day owner for select high-impact partnerships, turning industry relationships into scalable initiatives and pipelines that accelerate dealer acquisition, activation, and vehicle sales volume across eBay Motors and Caramel. What you will accomplish: Co-develop and refine the US Vehicles industry partnership strategy across both the Caramel independent dealer channel and eBay’s broader dealer program, focusing on associations, vendors, and ecosystem partners that can deliver scalable dealer growth. Identify, negotiate, and launch high-impact strategic partnerships with dealer associations, technology and service providers, lenders, and other ecosystem players—building value propositions and commercial structures that support eBay’s online checkout experience and expand vehicle selection and sales volume. Serve as the primary relationship owner for priority partners, leading executive engagement, joint business planning, and governance rhythms to ensure programs are executed effectively and expanded where successful. Design and run partner go-to-market initiatives—such as co-branded campaigns, webinars, conference activations, sponsorships, and training programs—that generate qualified opportunities and leads for Dealer Services, Dealer Activation, and Dealer Account Executives. Translate partner opportunities into clear operating plans by collaborating with Dealer Services, Dealer Activation, Dealer Account Executives, Marketing, Product, Risk, Finance, and Operations to define lead flows, handoffs, enablement, and success metrics so partner-sourced demand is captured and scaled. Track and analyze partner performance across the funnel (leads, dealer acquisition, activation, engagement, inventory, and GMV), providing regular reporting and insights to optimize partnerships, inform investment decisions, and shape broader US Vehicles and Caramel strategy. What you will bring: 5+ years of related experience in sales, business development, strategic partnerships, channel/alliances, or a similar revenue-generating role, ideally within marketplace, ecommerce, automotive, or auto-tech environments. Demonstrated success building and scaling joint programs with industry organizations and vendors—such as trade associations, dealer groups, software/technology providers, lenders, or service partners—that deliver measurable business results. Excellent communication, interpersonal, negotiation, and presentation skills, with the ability to influence senior stakeholders at associations, partner organizations, and within eBay, and to translate complex partnership and product concepts into clear, compelling narratives. Strong analytical and data-driven mindset, with experience using performance data to identify trends, conduct root-cause analysis, and develop strategies and recommendations that drive partner and dealer growth. Proven track record of ownership and results, including meeting or exceeding sales or partnership targets, building strong networks of dealers and ecosystem partners, and operating effectively in fast-evolving, ambiguous environments. Automotive industry experience and familiarity with dealer operations, dealer associations, or vehicle marketplaces are strongly preferred; adjacent experience in fintech, SaaS, or other B2B2C platforms is also valuable. This is a home-based role with periodic travel to partner sites, industry events (including NIADA, NADA, and state association conferences), and internal team offsites. Additional Details The base pay range for this position is expected in the range below: $103,600 - $177,800 Base pay offered may vary depending on multiple individualized factors, including location, skills, and experience. The total compensation package for this position may also include other elements, including a target bonus and restricted stock units (as applicable) in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as PTO and parental leave). Details of participation in these benefit plans will be provided if an employee receives an offer of employment. If hired, employees will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. Remote roles are not eligible for U.S. visa sponsorship. eBay is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, veteran status, and disability, or other legally protected status. If you have a need that requires accommodation, please contact us at [email protected] . We will make every effort to respond to your request for accommodation as soon as possible. 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