Senior Account Executive

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of and expand a portfolio of dealer accounts by selling the complete Cars Commerce suite, which includes Cars.com marketplace, Dealer Inspire digital retailing and websites, Accu-Trade, and digital media solutions.

• Conduct discovery discussions with dealer principals, GMs, and marketing directors to identify each dealer’s operational challenges and growth opportunities.

• Create customized, multi-solution proposals that connect Cars Commerce products to quantifiable dealer results such as leads, inventory turnover, digital retailing effectiveness, and trade acquisition efficiency.

• Oversee intricate sales cycles involving multiple stakeholders from initial contact through to closing and subsequent expansion.

• Formulate and implement account strategies throughout your territory to enhance penetration and revenue for each dealership.

• Recognize untapped opportunities — dealers not fully utilizing the entire platform — and develop strategies to promote deeper engagement.

• Collaborate with Customer Success and Dealer Success Managers to guarantee a smooth onboarding experience and growth after the sale.

• Keep abreast of automotive retail trends, OEM initiatives, inventory market conditions, and the competitive landscape to offer dealers informed industry insights.

• Act as a reliable advisor to dealer groups and multi-location accounts, fostering long-lasting relationships that mitigate competitive pressures.

• Maintain a thorough pipeline, forecasting, and activity records in Salesforce, ensuring daily updates, precise stage management, and 3–5x pipeline coverage.

• Travel frequently within your designated territory; this role requires regular face-to-face interactions with dealers.

⛳️ Requirements

• A minimum of 8 years of B2B field sales experience with a proven track record of consistently meeting or surpassing quotas over several years.

• Demonstrated success in selling complex, multi-product or platform solutions rather than single-SKU transactional sales.

• Background in SaaS, digital media, or marketing technology sales, especially in sectors with significant SMB-to-enterprise dealer or franchisee dynamics.

• Comfort in a high-activity, travel-heavy field role engaging with business owners and senior dealership leaders.

• Proven experience in leading a consultative sales process, including discovery, needs assessment, solution creation, business case development, and closing deals.

• Proficient understanding of a recognized sales methodology and a strong adherence to Salesforce practices.

🏝️ Benefits

• Medical, Dental & Vision Healthcare Plans

• New Hire Stipend for Home Office Set-Up

• Generous PTO

• Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day