Enterprise Account Manager – Major Accounts

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

📋 Description

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

• Facilitate discovery sessions with dealer principals, group presidents, and corporate marketing and operations leaders.

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

• Oversee intricate sales cycles from aligning stakeholders to product demonstrations, pricing, negotiation, contracting, and expansion.

• Formulate and implement account plans that outline executive relationships, organizational structure, current investments, competitive exposure, and growth opportunities.

• Identify avenues for establishing new group relationships, adding rooftops, and enhancing product adoption.

• Design pilot programs with defined success metrics and expansion strategies.

• Conduct executive business reviews, identify retention risks, and develop recovery plans.

• Provide strategic account leadership within a team that may include several Account Executives.

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

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

• Manage launches, resolve escalations, and uphold executive confidence.

• Convert dealer feedback into business requirements for Product, Engineering, Marketing, and Finance.

• Keep abreast of automotive retail trends, OEM programs, inventory conditions, digital marketing performance, and competitive offerings.

• Ensure daily updates in Salesforce, maintain accurate stage management, and achieve 3-5x qualified pipeline coverage.

• Coordinate forecasts that encompass new sales, expansions, downgrades, and cancellations.

• Employ 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

• 8+ years of comprehensive B2B consultative sales experience with a verifiable record of quota attainment and a documented history of meeting or surpassing goals.

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

• Experience in selling complex SaaS, digital media, marketing technology, or platform solutions across a range of products.

• Capability to build executive relationships, develop business cases, and manage sales cycles involving multiple stakeholders, procurement, and commercial negotiations.

• Demonstrated history of growing existing accounts, expanding across locations, and maintaining significant customer revenue.

• Experience leading coordinated account strategies involving multiple sellers and cross-functional partners through influence.

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

• Preferred experience in automotive retail or automotive technology.

• Experience negotiating group agreements and coordinating product rollouts across multiple rooftops or markets is preferred.

• Knowledge of automotive retail metrics, including VDP engagement, lead conversion, inventory turnover, cost per sale, trade acquisition, and digital retailing performance is preferred.

• Possess executive presence and credibility with senior dealer group leadership.

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

• Strategic account planning, persuasive communication, and negotiation judgment are essential.

• Proficiency with Salesforce and virtual presentation tools.

• Applicants must have authorization to work in the United States.

• Currently unable to sponsor employment visas.

🏝️ Benefits

• Medical, Dental & Vision Healthcare Plans.

• New Hire Stipend for Home Office Set-Up.

• Generous PTO.

• Paid Holidays.

• Floating Holiday.

• Volunteer Day.

• Recharge Day.