Account Manager

Reports to: Director, Field Sales - Boston/DC

Position Overview

The Account Manager at Cars Commerce is a high-potential, developmental role designed to prepare future Sales Account Executives. This individual supports Field Account Executives and Sr. Account Executives in managing and growing an assigned portfolio of accounts while building the commercial, strategic, and client leadership skills required to assume full revenue ownership.

This role reports to the Director, Field Sales who allocates focus and prioritization across supported AEs and Sr. AEs, and who owns the structured development path toward an AE promotion.

We hire Account Managers who already show the raw materials of a great seller - discipline, hunger, curiosity, and a clear drive to build a high-earning sales career. This role is the on-ramp. Advancement is earned through demonstrated growth against the DRIVE competency framework.

The DRIVE Framework: What We're Developing

The Account Manager role is structured around Cars Commerce's DRIVE framework - the same competency model used to evaluate Field AEs and Sr. AEs. At this level, we are not yet expecting mastery. We are looking for the raw materials, and building the skills:

Our DRIVE Competency Model

• D - Disciplined: Demonstrates CRM rigor and organizational discipline from day one - tracks tasks, updates records, and manages multiple priorities without being chased
• R - Results-Proven: Shows early evidence of commercial instinct - identifies opportunities, follows up with purpose, and takes ownership of outcomes rather than just activity
• I - Interconnected Solution Seller: Curious about how Cars Commerce products connect to dealer challenges; actively learns the platform and builds toward solution-level conversations
• V - Voraciously Hungry: Brings genuine grit and intellectual curiosity; asks smart questions, learns from senior sellers, and pushes themselves outside their comfort zone
• E - Earning-Motivated: Clear ambition to build a high-earning sales career - motivated by growth, financial upside, and the progression path this role provides

Role Purpose

• Provide leverage to Field AEs and Sr. AEs by owning defined components of account management
• Improve portfolio coverage, responsiveness, and operational rigor across assigned accounts
• Build a strong internal bench of future Account Executives grounded in the DRIVE framework
• Create structured succession for revenue-producing roles

Key Responsibilities
ACCOUNT SUPPORT & PORTFOLIO MANAGEMENT

• Support AEs and Sr. AEs in executing strategic account plans
• Prepare materials and analysis for business reviews, renewals, and growth discussions
• Monitor account health indicators and flag risks or expansion opportunities
• Maintain disciplined pipeline tracking, CRM hygiene, and forecast preparation - daily updates, accurate records, no exceptions
• Coordinate follow-ups, proposals, and documentation related to client requests

REVENUE ENABLEMENT & OPPORTUNITY DEVELOPMENT

• Identify cross-sell and upsell signals within assigned accounts
• Conduct preliminary discovery conversations as appropriate, building toward full consultative selling skills
• Support pricing requests, renewal documentation, and opportunity progression
• Partner with Solutions Consultants and internal teams to prepare for client engagements
• Gradually assume responsibility for smaller accounts or transactional renewals

CLIENT RELATIONSHIP DEVELOPMENT

• Maintain regular communication with designated client contacts
• Support execution of Quarterly Business Reviews and performance reporting
• Develop consultative selling skills by shadowing senior AE and Sales Director client conversations
• Build credibility as a trusted, responsive point of contact who takes personal ownership of outcomes

CROSS-FUNCTIONAL COORDINATION

• Partner with Product, Marketing, Enterprise Analytics, Operations, and Customer Care to resolve issues and advance opportunities
• Ensure internal alignment on deliverables, timelines, and client expectations
• Support onboarding, adoption, and renewal processes through disciplined coordination

PROFESSIONAL DEVELOPMENT

• Participate in structured development plans defined by the Director, Field Sales benchmarked against the DRIVE competency model
• Demonstrate increasing ownership of account strategy and revenue initiatives over time
• Achieve competency benchmarks required for promotion to Field AE or Sales Director
• Engage actively in deal reviews, role plays, and formal training - bring specific stories, real numbers, and honest self-assessment

What We're Looking For

We are not looking for someone who has fully arrived - we are looking for someone with the raw material to get there. The right candidate will show early evidence of the DRIVE profile and a clear, unembarrassed ambition to build a high-earning sales career.

• 1+ years of experience in B2B sales, account management, customer success, or a related commercial role
• Demonstrated interest in pursuing a quota-carrying sales career - this is not a stepping stone to marketing or operations
• Early signs of CRM discipline and organizational rigor; comfort in a metrics-driven environment
• Clear money motivation - genuinely excited by commission upside and the earning trajectory of a Sales Director role
• Coachable and self-aware; takes feedback without defensiveness and acts on it quickly
• Strong written and verbal communication skills
• Ability to manage multiple priorities in a fast-paced field environment

Advancement Path: Account Manager 12 AE, Field 12 Sr AE, Field

Promotion to Sr Account Manager, AE, Inside, or pathing to AE, Field is based on demonstrated performance against the DRIVE framework - not tenure. Account Managers who show consistent quota instinct, CRM discipline, and commercial hunger will be advanced. Those who do not meet the standard will not.

In this spirit of pay transparency, we are excited to share the compensation for this role. The range is expressed as total target compensation (base salary + variable). If you are hired at Cars Commerce, your total target compensation will be determined based on factors such as skills and/or experience. If the range is close to what you're seeking, then we encourage you to apply and learn more about the total compensation package and benefits for this position.

Total Target Compensation Range

$73,000.00-89,450.00

Our Comprehensive Benefits Package includes:

• Medical, Dental & Vision Healthcare Plans
• New Hire Stipend for Home Office Set-Up
• Generous PTO
• Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day

Learn more about our Benefits, Perks, & Culture on our LinkedIn Life Pages!