National Account Manager - Government & Public Sector

Copart, Inc. a technology leader and the premier online vehicle auction platform globally, with over 200 facilities located across the world, Copart links vehicle sellers to more than 750,000 buyers in over 190 countries. We believe in providing an unmatched experience, every day and everywhere, driven by our people, processes, and technology.

Copart, Inc., a global leader in vehicle remarketing and auction services, is seeking a seasoned National Account Manager – Government & Public Sector to help expand Copart’s presence with government entities, agencies, municipalities, and other public-sector organizations across the country.

This role is responsible for developing new business and growing long-term relationships with government customers that utilize Copart to remarket surplus fleet vehicles to buyers around the world. The National Account Manager will own the full customer lifecycle—from prospecting and educating prospective customers, through contracting and onboarding, to account growth, vehicle volume expansion, and retention.

We are seeking a professional with deep experience in government surplus vehicle sales, public-sector fleet remarketing, online auctions, surplus asset disposition, or a closely related industry. The ideal candidate already understands how government agencies dispose of surplus fleet vehicles, knows the key stakeholders and procurement processes, and brings an established network of relationships across municipalities, counties, state agencies, public authorities, and other government organizations.

This is a highly visible, national business development role for someone who can bring immediate credibility to the market, open doors, navigate complex government sales cycles, and position Copart as a trusted long-term remarketing partner.

Key Responsibilities

• Drive revenue and vehicle volume growth by developing new business opportunities with federal, state, county, municipal, agency, authority, and other public-sector accounts across the United States.

• Build and manage a strong national pipeline of prospective government customers, taking ownership of opportunities from initial outreach through contract execution.

• Leverage an established network of relationships within the government fleet, procurement, surplus asset, and vehicle remarketing industries to identify and develop new opportunities.

• Build and maintain strong relationships with government fleet managers, procurement professionals, administrators, asset managers, and other key decision-makers.

• Educate prospective and existing customers on Copart’s services, technology, auction platform, operational capabilities, and access to a global buyer base.

• Clearly communicate Copart’s value proposition and demonstrate how Copart can help government organizations improve the remarketing and disposition of surplus fleet vehicles.

• Understand each customer’s fleet disposal processes, operational requirements, procurement standards, reporting needs, and organizational objectives in order to develop effective solutions.

• Navigate government procurement and contracting processes, including RFPs, RFQs, bid requirements, contracts, approvals, and other public-sector purchasing procedures.

• Leverage knowledge of the government fleet lifecycle, surplus asset disposition, wholesale vehicle markets, and whole car auction process to identify and execute growth opportunities.

• Conduct on-site visits with prospective and existing customers to strengthen relationships, identify opportunities, deliver consultative solutions, and ensure client satisfaction.

• Prepare and deliver professional presentations, proposals, demonstrations, and sales pitches that effectively communicate Copart’s capabilities and value proposition.

• Lead the end-to-end onboarding process for new customers, ensuring a seamless transition from signed agreement to active vehicle assignments.

• Collaborate with internal teams, including Operations Regional Managers, General Managers, the Fleet Lease team, and other internal stakeholders, to ensure successful implementation and exceptional customer service.

• Develop strategic account plans designed to increase vehicle volume, expand Copart’s utilization within existing customers, and identify opportunities across additional departments, agencies, or jurisdictions.

• Maintain regular communication with customers to monitor performance, resolve concerns, identify growth opportunities, and strengthen long-term relationships.

• Gather, analyze, and report client data related to projected vehicle volumes, revenue opportunities, pipeline activity, and market trends to senior leadership.

• Represent Copart at relevant government, fleet, procurement, surplus asset, auction, and remarketing conferences, trade shows, association meetings, and industry events.

• Stay informed about trends and changes in government fleet management, public-sector procurement, surplus asset disposition, online auctions, wholesale vehicle markets, and vehicle remarketing to position Copart as a trusted industry partner.

Required Skills and Experience

• Bachelor’s degree in business or a related field, or equivalent professional experience.

• 7+ years of progressive sales, business development, strategic account management, or related experience, with significant experience in government surplus, public-sector fleet, vehicle remarketing, auctions, or a closely related industry.

• Demonstrated experience selling directly to government entities, agencies, municipalities, public authorities, or other public-sector organizations.

• Strongly established network of relationships within the government fleet, procurement, surplus asset, vehicle remarketing, or auction industries.

• Proven track record of developing new business, managing complex sales cycles, and closing large or strategic accounts.

• Strong understanding of government procurement, contracting, RFP/RFQ processes, bid requirements, and public-sector decision-making.

• In-depth knowledge of vehicle remarketing, wholesale vehicle markets, fleet operations, surplus vehicle disposition, and the whole car auction process.

• Demonstrated ability to independently develop a national territory or market, generate new opportunities, and build a sustainable sales pipeline.

• Proven success growing and retaining strategic accounts after the initial sale.

• Strong relationship-building, negotiation, and consultative selling skills.

• Exceptional organizational and prioritization skills, with the ability to manage multiple accounts, opportunities, and projects simultaneously.

• Creative problem-solver with a solutions-oriented mindset.

• Outstanding verbal and written communication skills, including strong public speaking and professional presentation capabilities.

• Proficient in Microsoft Excel, PowerPoint, and other business tools.

• Familiarity with B2B interface technology and its applications in vehicle remarketing and fleet management.

• Ability and willingness to travel 50–75% of the time to meet with customers and prospects and attend industry events.

Preferred Qualifications

• Significant experience in government surplus auctions, public-sector fleet remarketing, online auctions, vehicle disposition, or surplus asset management.

• An established national network of government fleet managers, procurement professionals, surplus property professionals, administrators, and other relevant decision-makers.

• Prior experience with an automotive auction, online government auction platform, fleet remarketing organization, or related business.

• Demonstrated success acquiring and growing government sellers and increasing vehicle or asset volume within strategic accounts.

• Experience developing business across multiple levels of government, including municipal, county, state, agency, authority, and federal organizations.

• Proven ability to build long-term customer relationships from initial business development through onboarding, growth, and retention.

Ideal Candidate Profile

The ideal candidate already knows this market. You understand how government agencies dispose of surplus fleet vehicles, how public-sector procurement and approval processes work, and who the key decision-makers are within the government fleet and surplus ecosystem.

You bring established industry relationships and the ability to quickly build credibility with prospective customers. You are equally comfortable opening doors, delivering a compelling presentation, navigating an RFP or procurement process, negotiating an agreement, supporting implementation, and developing a new customer into a long-term strategic account.

Most importantly, you see the opportunity to help expand Copart’s presence in the government and public-sector market nationally and have the industry knowledge, relationships, and business development experience to make that happen.

Benefits Summary:

• Medical/Dental/Vision
• 401k plus a company match
• ESPP - Employee Stock Purchase Plan
• EAP - Employee Assistance Program
• 10 Vacation days per year
• 7 Paid Company Holidays
• Life and AD&D Insurance

At Copart, we are focused on harnessing the power of diversity, inclusion, and collaboration. By embracing diverse perspectives, we open doors to innovation and unleash the full potential of our team. We are dedicated to fostering a workplace where everyone feels appreciated, included, and inspired to grow and contribute meaningfully.

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