Senior Account Executive

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

📋 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.

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

• Create customized, multi-solution proposals that align Cars Commerce products with measurable outcomes for dealers (leads, inventory turnover, digital retailing effectiveness, trade acquisition efficiency).

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

• Formulate and implement account strategies across your territory to enhance penetration and revenue for each rooftop.

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

• Collaborate with Customer Success and Dealer Success Managers to facilitate seamless onboarding and expansion post-sale.

• Remain informed about automotive retail trends, OEM programs, inventory market dynamics, and the competitive landscape to provide dealers with credible industry insights.

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

• Maintain a stringent pipeline, forecasting, and activity records in Salesforce, including daily updates, precise stage management, and a pipeline coverage of 3–5 times.

• Function within a structured sales methodology (Sandler, Challenger, SPIN, MEDDIC, or similar) and articulate your practical application of it.

• Deliver field-level market insights to product, marketing, and leadership teams.

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

⛳️ Requirements

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

• A track record of 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 characterized by high SMB-to-enterprise dealer or franchisee dynamics.

• Ability to thrive in a high-activity, travel-intensive field role engaging with business owners and senior dealership leadership.

• Proven capability to execute a consultative sales process, including discovery, needs analysis, solution design, business case development, and closing.

• Proficiency in a recognized sales methodology and a disciplined approach to Salesforce management.

🏝️ Benefits

• Medical, Dental & Vision Healthcare Plans

• New Hire Stipend for Home Office Set-Up

• Generous PTO

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