Enterprise Account Executive, Major Accounts

Cars Commerce

. 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 .

Posted 11/3/2026full-timeRemote • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in B2B consultative sales, particularly within the automotive retail sector, with a strong focus on managing complex sales cycles and building executive relationships. Proficient in utilizing Salesforce for account management and strategic planning while effectively leading cross-functional teams to drive business growth.

Highest-signal resume keywords

B2B Consultative Sales ExperienceEnterprise Relationship ManagementSalesforce ProficiencyAutomotive Retail ExperienceStrategic Account Planning

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Full-Cycle SalesComplex SaaS SolutionsDigital Media SalesNegotiation SkillsSales MethodologyAccount Growth StrategiesBusiness Case DevelopmentSales Cycle ManagementPerformance Metrics AnalysisProduct Rollout Coordination

Soft Skills

Persuasive CommunicationCuriosityActive ListeningResilienceCollaborative Leadership

Tools & Technologies

SalesforceVirtual Presentation Platforms

Industry Keywords

Automotive RetailDealer GroupsFranchise NetworksDigital RetailingOEM ProgramsInventory ConditionsLead ConversionCost Per SaleTrade AcquisitionVDP Engagement

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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