Senior Account Executive

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

📋 Description

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

• Facilitate discovery discussions with dealer principals, general managers, and marketing directors to gain insight into each dealer’s operational challenges and growth objectives.

• Create customized, multi-solution proposals that connect Cars Commerce products to quantifiable dealer results (leads, inventory turnover, digital retailing performance, trade acquisition efficiency).

• Oversee intricate, multi-stakeholder sales processes from initial outreach to closing and subsequent expansion.

• Develop and implement account strategies within your territory to optimize penetration and revenue per location.

• Identify untapped opportunities — dealers not fully utilizing the platform — and establish strategies for deeper engagement.

• Collaborate with Customer Success and Dealer Success Managers to ensure smooth onboarding and expansion following the sale.

• Stay updated on automotive retail trends, OEM initiatives, inventory market conditions, and the competitive landscape to provide dealers with credible industry insights.

• Act as a trusted advisor to dealer groups and multi-rooftop accounts, fostering long-term relationships that mitigate competitive pressures.

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

• Function within a structured sales methodology (Sandler, Challenger, SPIN, MEDDIC, or similar) and be capable of articulating its application.

• Offer field-level market intelligence to product, marketing, and leadership teams.

• Travel frequently within your territory; this position requires regular in-person visits to dealers.

⛳️ Requirements

• Over 8 years of B2B field sales experience with a proven, multi-year history of meeting or surpassing sales quotas.

• Proven success in selling complex, multi-product or platform solutions.

• Background in SaaS, digital media, or marketing technology sales, particularly 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 executives.

• Established ability to execute a consultative sales process: discovery, needs assessment, solution design, business case development, and closing.

• Proficient understanding of a recognized sales methodology and demonstrable Salesforce discipline.

🏝️ Benefits

• Medical, Dental & Vision Healthcare Plans.

• New Hire Stipend for Home Office Set-Up.

• Generous Paid Time Off (PTO).

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