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Enterprise Account Manager – 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 .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
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 strategic account planning and utilizing Salesforce for effective pipeline management and reporting.
Highest-signal resume keywords
B2B Consultative Sales ExperienceEnterprise Relationship ManagementSalesforce ProficiencyStrategic Account PlanningNegotiation Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Full-Cycle SalesSaaS SalesDigital Media SolutionsMarketing TechnologySales MethodologyAccount Growth StrategiesBusiness Case DevelopmentSales Cycle ManagementPerformance Metrics AnalysisExecutive Presentations
Soft Skills
Persuasive CommunicationExecutive PresenceStrong Business AcumenInfluence and CollaborationProblem-Solving
Tools & Technologies
SalesforceVirtual Presentation Platforms
Industry Keywords
Automotive RetailDealer GroupsDigital RetailingComplex OrganizationsAccount Portfolio ManagementCustomer Revenue RetentionNegotiating Group AgreementsAutomotive TechnologyVDP EngagementLead Conversion
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 from stakeholder alignment and product demonstrations through pricing, negotiation, contracting, and expansion
- Develop and execute account plans mapping executive relationships, organizational structure, current spend, competitive exposure, and growth opportunities
- Identify opportunities to win new group relationships, add rooftops, and expand product adoption
- Design pilots with clear success measures and expansion plans
- Lead executive business reviews, surface 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
- Stay current 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 percent 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
- 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
- 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
- Working command of a structured sales methodology, strong Salesforce discipline, and ability to operate independently in a remote role with regular travel
- Automotive retail or automotive technology experience preferred
- Experience negotiating group agreements and coordinating product rollouts across multiple rooftops or markets preferred
- Familiarity with automotive retail metrics, including VDP engagement, lead conversion, inventory turn, cost per sale, trade acquisition, and digital retailing performance preferred
- Executive presence and 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 negotiation judgment
- Proficiency with Salesforce and virtual presentation platforms
- Applicants must be authorized to work in the United States
- Unable to sponsor employment visas at this time
Benefits
Comp & perks- Medical, Dental & Vision Healthcare Plans
- New Hire Stipend for Home Office Set-Up
- Generous PTO
- Paid Holidays
- Floating Holiday
- Volunteer Day
- Recharge Day