Enterprise Account Executive, Major Accounts

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Take ownership and expand a portfolio of enterprise dealer groups, including Cars.com Marketplace, Dealer Inspire websites, digital retailing, AccuTrade, and Cars.com media solutions.

• Lead discovery sessions with dealer principals, group presidents, as well as corporate marketing and operations leaders.

• Create customized proposals and business cases that link solutions to dealer outcomes.

• Manage intricate sales cycles by aligning stakeholders, conducting product demonstrations, negotiating pricing, and overseeing contracting and expansion.

• Develop and implement account plans that encompass executive relationships, organizational structures, spending, competitive exposure, and growth opportunities.

• Identify new group partnerships, additional rooftops, and opportunities for product adoption expansion.

• Design pilot programs with success metrics and plans for expansion.

• Conduct executive business reviews, pinpoint retention risks, and formulate recovery strategies.

• Provide strategic account leadership across a team that may consist of multiple Account Executives.

• Collaborate with AEs on discovery processes, solution design, executive presentations, and negotiations.

• Work with Customer Success, Dealer Success Managers, Business Development, and product specialists.

• Coordinate launches, address escalations, and uphold executive confidence.

• Translate dealer feedback into actionable business needs for Product, Engineering, Marketing, and Finance teams.

• Advise dealer executives on automotive retail trends, OEM programs, inventory conditions, digital marketing performance, and competitive offerings.

• Maintain daily updates in Salesforce, ensuring accurate stage management and 3–5x qualified pipeline coverage.

• Oversee forecasts that include new sales, expansions, downgrades, and cancellations.

• Implement a structured sales methodology throughout discovery, qualification, negotiation, and closing processes.

• Travel up to 50% for executive meetings, business reviews, dealership visits, and industry events.

• Manage a diverse account portfolio from a home office and while traveling.

⛳️ Requirements

• Over 8 years of full-cycle B2B consultative sales experience with a proven record of quota attainment and a multi-year history of meeting or exceeding objectives.

• Proven success in managing enterprise relationships and selling to large dealer groups, franchise networks, or similarly complex organizations with multiple locations and centralized purchasing decisions.

• Experience in selling complex SaaS, digital media, marketing technology, or platform solutions spanning multiple products.

• Established ability to forge executive relationships, develop business cases, and navigate sales cycles that involve multiple stakeholders, procurement, and commercial negotiations.

• History of growing existing accounts, expanding across locations, and retaining significant customer revenue.

• Experience in leading coordinated account strategies across various sellers and cross-functional partners through influence, with clear ownership and follow-through.

• Proficient in a structured sales methodology, with strong Salesforce discipline and the ability to operate independently in a remote setting with regular travel.

• Background in automotive retail or automotive technology, particularly with enterprise or major dealer groups.

• Experience in negotiating group agreements and coordinating product launches across multiple rooftops or markets.

• Understanding of automotive retail metrics, such as VDP engagement, lead conversion, inventory turnover, cost per sale, trade acquisition, and digital retailing performance.

• Executive presence and the capacity to build credibility with senior dealer group leadership.

• Strong business acumen to translate product capabilities and performance data into financial and operational value.

• Skills in strategic account planning, persuasive communication, and sound negotiation judgment.

• Curiosity and active listening skills that reveal business needs prior to proposing solutions.

• Resilience, urgency, and personal accountability throughout lengthy sales cycles and complex customer relationships.

• Collaborative leadership that aligns multiple AEs and internal partners without formal reporting authority.

• Proficient with Salesforce and virtual presentation tools.

• Ability to lead impactful in-person executive meetings and product demonstrations.

• Applicants must possess authorization to work in the United States; employment visa sponsorship is not available.

🏝️ Benefits

• New Hire Stipend for Home Office Setup.

• Generous Paid Time Off (PTO).

• Paid Holidays.

• Floating Holiday.

• Volunteer Day.

• Recharge Day.

• Medical, Dental & Vision Healthcare Plans.