The OpportunityThe Enterprise Account Executive owns growth and retention across large, complex automotive dealer groups, selling the full Cars.com portfolio: Cars.com Marketplace, Dealer Inspire websites and digital retailing, Accutrade, and media solutions. This role requires a seasoned, consultative seller who can understand a group’s business priorities and connect our solutions to measurable dealer outcomes, including sales growth, inventory turn, and marketing ROI.
Success requires the ability to sell, expand, and retain every part of the portfolio. You will lead discovery, build business cases, negotiate complex agreements, and turn proven results into broader adoption across products and rooftops. You must also be able to demonstrate ongoing value, address performance concerns, and lead retention conversations across each product line.
As a trusted partner to senior dealer leadership, you will develop and execute a commercial strategy that balances new business, expansion, and protection of existing revenue. Working with Account Executives, Customer Success, and product specialists, you will take ownership of the overall partnership and deliver long-term value for both the dealer group and Cars.com.
What We Are Looking ForThe DRIVE ProfileEvery successful Cars.com Enterprise Account Executive demonstrates all five dimensions of DRIVE at an enterprise level.
- D - Disciplined: Maintains clear account plans, rigorous Salesforce data, and accurate forecasts across complex dealer groups. Coordinates opportunity plans and next steps across the pod, with a clear view of decision-makers, buying processes, and revenue exposure.
- R - Results-Proven: Brings a documented, multi-year record of meeting or exceeding revenue goals through complex sales, portfolio expansion, and customer retention. Can explain how their actions produced sustained results.
- I - Interconnected Solution Seller: Connects marketplace, websites, trade and appraisal technology, and media to a unified dealer strategy. Builds a business case around measurable outcomes and extends successful solutions across a group.
- V - Voraciously Hungry: Pursues new opportunities with persistence, navigates long sales cycles, and stays curious about dealer operations and industry changes. Creates momentum with customers and internal partners.
- E - Earning-Motivated: Is energized by financial upside and takes ownership of the performance required to earn it. Pursues ambitious growth goals while building durable customer relationships.
What You Will DoConsultative Selling and Portfolio Management- 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 to understand priorities, decision criteria, and business challenges.
- Build tailored proposals and business cases that connect our solutions to dealer outcomes, including sales conversion, inventory turn, customer acquisition, trade acquisition, and marketing efficiency.
- Manage complex sales cycles from stakeholder alignment and product demonstrations through pricing, negotiation, contracting, and expansion. Partner with leadership and Finance on commercial terms within established guidelines.
Strategic Account Development- Develop and execute account plans that map executive relationships, organizational structure, current spend, competitive exposure, and growth opportunities across each group.
- Identify opportunities to win new group relationships, add rooftops, and expand product adoption within existing accounts.
- Design pilots with clear success measures and expansion plans. Use proven results to build support for broader adoption across the group.
- Lead executive business reviews that connect performance to customer priorities, establish next steps, and surface retention risks early. Build recovery plans with internal partners when performance or relationships are at risk.
Pod Leadership and Cross-Functional Execution- Provide strategic account leadership across a pod that may include multiple Account Executives. Align group priorities, rooftop coverage, and growth plans while respecting each AE’s ownership of assigned accounts and opportunities.
- Partner with AEs on discovery, solution design, executive presentations, and negotiations for complex opportunities. Share enterprise selling expertise and establish clear responsibilities and next steps for joint pursuits.
- Coordinate with Customer Success, Dealer Success Managers, Business Development, and product specialists to connect corporate agreements with rooftop adoption. Partner with the director when account priorities require additional resources or alignment.
- Work with implementation and support teams to coordinate launches, resolve escalations, and maintain executive confidence. Translate dealer feedback into clear business needs for Product, Engineering, Marketing, and Finance, and close the loop with customers.
Market and Industry Expertise- Stay current on automotive retail trends, OEM programs, inventory conditions, digital marketing performance, and competitive offerings to advise dealer executives with credibility.
- Understand how large dealer groups balance corporate priorities, local market needs, and rooftop economics. Use that understanding to recommend solutions and defend the value of the partnership.
Operational Excellence- Maintain daily Salesforce updates, accurate stage management, and 3-5x qualified pipeline coverage against new and expansion sales targets. Document stakeholder roles, buying processes, close dates, and next steps.
- Maintain a consolidated view of group opportunities and retention risks across the pod. Coordinate forecasts with AEs and the director to accurately reflect new sales, expansion, downgrades, and cancellations.
- Apply a structured sales methodology such as Sandler, Challenger, SPIN, MEDDIC, or an equivalent throughout discovery, qualification, negotiation, and close.
- Travel up to 50 percent for executive meetings, business reviews, dealership visits, and industry events. Manage a broad account portfolio effectively from a home office and on the road.
What You BringRequired Experience- 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.
- A 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.
Preferred Experience- 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.
Skills and Competencies- Executive presence and the ability to establish credibility with senior dealer group leadership.
- Strong business acumen and the 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 that aligns multiple AEs and internal partners around a consistent customer strategy without relying on formal reporting authority.
- Proficiency with Salesforce and virtual presentation platforms, with the ability to lead effective in-person executive meetings and product demonstrations.
Why This Role Why NowCars.com’s broad portfolio gives enterprise sellers the opportunity to address more of a dealer group’s business needs through one partnership. The Enterprise Account Executive turns that opportunity into sustained growth by connecting executive priorities with solutions that perform across the group. If you have a strong record of complex selling, enjoy building relationships with senior leaders, and want ownership of major customer partnerships, this role offers the scope to make a meaningful impact.
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
$135,300.00-203,000.00
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!
