Enterprise Account Executive, Major Accounts
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Job Description
Enterprise Account Executive growing Cars Commerce’s automotive dealer-group revenue across Marketplace, digital retailing, trade, and media solutions. Managing complex sales, expansion, retention, and executive partnerships.
Responsibilities:
- Own and grow a portfolio of enterprise dealer groups across Cars.com Marketplace, Dealer Inspire websites and digital retailing, AccuTrade, and Cars.com media solutions
- Lead discovery with dealer principals, group presidents, and corporate marketing and operations leaders
- Build tailored proposals and business cases connecting solutions to dealer outcomes
- Manage complex sales cycles through stakeholder alignment, product demonstrations, pricing, negotiation, contracting, and expansion
- Develop and execute account plans covering executive relationships, organizational structure, spend, competitive exposure, and growth opportunities
- Identify new group relationships, additional rooftops, and product-adoption expansion opportunities
- Design pilots with success measures and expansion plans
- Lead executive business reviews, identify retention risks, and build recovery plans
- Provide strategic account leadership across a pod that may include multiple Account Executives
- Partner with AEs on discovery, solution design, executive presentations, and negotiations
- Coordinate with Customer Success, Dealer Success Managers, Business Development, and product specialists
- Coordinate launches, resolve escalations, and maintain executive confidence
- Translate dealer feedback into business needs for Product, Engineering, Marketing, and Finance
- Advise dealer executives on automotive retail trends, OEM programs, inventory conditions, digital marketing performance, and competitive offerings
- Maintain daily Salesforce updates, accurate stage management, and 3–5x qualified pipeline coverage
- Coordinate forecasts covering new sales, expansion, downgrades, and cancellations
- Apply a structured sales methodology throughout discovery, qualification, negotiation, and close
- Travel up to 50% for executive meetings, business reviews, dealership visits, and industry events
- Manage a broad account portfolio from a home office and on the road
Requirements:
- 8+ years of full-cycle B2B consultative sales experience with verifiable quota attainment and a documented, multi-year record of meeting or exceeding goals
- Demonstrated success owning enterprise relationships and selling to large dealer groups, franchise networks, or similarly complex organizations with multiple locations and centralized buying decisions
- Experience selling complex SaaS, digital media, marketing technology, or platform solutions across multiple products
- Proven ability to build executive relationships, develop business cases, and manage sales cycles involving multiple stakeholders, procurement, and commercial negotiations
- Track record of growing existing accounts, expanding across locations, and retaining meaningful customer revenue
- Experience leading coordinated account strategies across multiple sellers and cross-functional partners through influence, with clear ownership and follow-through
- Working command of a structured sales methodology, strong Salesforce discipline, and comfort operating independently in a remote role with regular travel
- Automotive retail or automotive technology experience, particularly with enterprise or major dealer groups
- Experience negotiating group agreements and coordinating product rollouts across multiple rooftops or markets
- Familiarity with automotive retail metrics, including VDP engagement, lead conversion, inventory turn, cost per sale, trade acquisition, and digital retailing performance
- Executive presence and ability to establish credibility with senior dealer group leadership
- Strong business acumen and ability to translate product capabilities and performance data into financial and operational value
- Strategic account planning, persuasive communication, and sound negotiation judgment
- Curiosity and active listening that uncover business needs before proposing solutions
- Resilience, urgency, and personal accountability across long sales cycles and complex customer relationships
- Collaborative leadership aligning multiple AEs and internal partners without formal reporting authority
- Proficiency with Salesforce and virtual presentation platforms
- Ability to lead effective in-person executive meetings and product demonstrations
- Applicants must be authorized to work in the United States; employment visa sponsorship is unavailable
Benefits:
- New Hire Stipend for Home Office Set-Up
- Generous PTO
- Paid Holidays
- Floating Holiday
- Volunteer Day
- Recharge Day
- Medical, Dental & Vision Healthcare Plans
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