Senior Account Executive

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

📋 Description

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

• Facilitate discovery discussions with dealer principals, GMs, and marketing directors to comprehend each dealer's operational and growth challenges.

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

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

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

• Identify untapped opportunities — dealers not fully utilizing the platform — and establish pathways for increased adoption.

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

• Remain informed about automotive retail trends, OEM programs, inventory market conditions, and the competitive landscape to guide dealers as a credible industry consultant.

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

• Maintain thorough pipeline, forecasting, and activity data in Salesforce — ensuring daily updates, accurate stage management, and maintaining 3–5x pipeline coverage.

• Travel frequently within your territory; this role requires regular 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 sales.

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

• Comfortable operating in a high-activity, travel-heavy field role targeting business owners and senior dealership leadership.

• Proven capability to conduct a consultative sales process: discovery, needs assessment, solution design, business case development, and closure.

• Proficient in a recognized sales methodology with demonstrable rigor in Salesforce usage.

🏝️ Benefits

• Medical, Dental & Vision Healthcare Plans

• New Hire Stipend for Home Office Set-Up

• Generous PTO

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