Senior Account Executive
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Job Description
Driving B2B sales growth for Cars Commerce as a Senior Account Executive focused on consultative solutions in the automotive space. Building relationships and managing dealer accounts within the Charlotte, NC area.
Responsibilities:
- Own and grow a book of dealer accounts, selling across the full Cars Commerce suite: Cars.com marketplace, Dealer Inspire digital retailing and websites, Accu-Trade, and digital media solutions
- Lead discovery conversations at the dealer principal, GM, and marketing director level to understand each dealer’s operational and growth challenges
- Build tailored, multi-solution proposals that tie Cars Commerce products to measurable dealer outcomes (leads, inventory turn, digital retailing performance, trade acquisition efficiency)
- Manage complex, multi-stakeholder sales cycles from initial engagement through close and expansion
- Develop and execute account plans across your territory to maximize penetration and revenue per rooftop
- Identify whitespace — dealers not yet leveraging the full platform — and create pathways to deeper adoption
- Partner with Customer Success and Dealer Success Managers to ensure seamless onboarding and expansion post-sale
- Stay current on automotive retail trends, OEM programs, inventory market conditions, and competitive landscape to advise dealers as a credible industry consultant
- Serve as a trusted advisor to dealer groups and multi-rooftop accounts, building long-term relationships that insulate against competitive pressure
- Maintain rigorous pipeline, forecasting, and activity data in Salesforce — daily updates, accurate stage management, and 3–5x pipeline coverage
- Operate within a structured sales methodology (Sandler, Challenger, SPIN, MEDDIC, or equivalent) and be able to articulate how you apply it
- Provide field-level market intelligence to product, marketing, and leadership teams
- Travel regularly within your territory; this is a road-warrior role with frequent in-person dealer visits expected
Requirements:
- 8+ years of B2B field sales experience with a documented, multi-year track record of meeting or exceeding quota
- Demonstrated success selling complex, multi-product or platform solutions — not single-SKU transactional sales
- SaaS, digital media, or marketing technology sales background, particularly in verticals with high SMB-to-enterprise dealer or franchisee dynamics
- Comfort operating in a high-activity, travel-intensive field role calling on business owners and senior dealership leadership
- Proven ability to run a consultative sales process: discovery, needs analysis, solution design, business case development, and close
- Working command of a named sales methodology and demonstrable Salesforce rigor
Benefits:
- Medical, Dental & Vision Healthcare Plans
- New Hire Stipend for Home Office Set-Up
- Generous PTO
- Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day
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