Senior Account Executive

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

📋 Description

• Take ownership of and expand a portfolio of dealer accounts, utilizing 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 comprehend each dealer’s operational challenges and growth opportunities.

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

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

• Formulate and implement account strategies across your territory to optimize penetration and revenue generation per dealership.

• Identify untapped opportunities — dealers who are not fully utilizing the platform — and design strategies for deeper integration.

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

• Keep abreast of automotive retail trends, OEM programs, inventory market conditions, and competitive landscapes to provide dealers with credible industry insights.

• Act as a trusted advisor to dealer groups and multi-location accounts, cultivating long-term relationships that protect against competitive threats.

• Maintain a meticulous 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 equivalent) and articulate your application of it effectively.

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

• Regular travel within your territory is required; this role necessitates frequent in-person visits to dealers.

⛳️ Requirements

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

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

• 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-intensive field role targeting business owners and senior dealership leadership.

• Proven expertise in executing a consultative sales process: discovery, needs analysis, solution design, business case development, and closing.

• Familiarity with a recognized sales methodology and evidence of rigorous Salesforce usage.

🏝️ 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.