Senior Account Executive

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

📋 Description

• Take ownership of and expand a portfolio of dealer accounts, promoting the complete Cars Commerce suite, which includes 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 gain insights into each dealer’s operational hurdles 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.

• Navigate complex sales cycles involving multiple stakeholders from the initial contact through closing and subsequent expansion.

• Formulate and implement account strategies throughout your territory to optimize penetration and revenue for each rooftop.

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

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

• Keep abreast of trends in automotive retail, OEM programs, inventory market conditions, and the competitive landscape to serve as a knowledgeable consultant to dealers.

• Act as a reliable advisor for dealer groups and multi-location accounts, fostering long-lasting relationships that protect against competitive challenges.

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

• Adhere to a systematic sales methodology (Sandler, Challenger, SPIN, MEDDIC, or equivalent) and effectively communicate how you implement it.

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

• Regularly travel within your territory; this role requires a road-warrior mentality with frequent in-person dealer visits anticipated.

⛳️ Requirements

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

• Established success in selling intricate, multi-product or platform solutions rather than simple transactional sales.

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

• Ability to thrive in a high-activity, travel-heavy field role targeting business owners and senior dealership management.

• Demonstrated proficiency in conducting a consultative sales process, including discovery, needs assessment, solution design, business case development, and closing.

• Familiarity with a recognized sales methodology and a strong command of 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