Senior Account Executive - Virginia Beach, VA

Cars Commerce is seeking a Senior Account Executive to build and manage dealer relationships, diagnose business challenges, and architect multi-product solutions across their portfolio, with a focus on Virginia Beach, VA. The role emphasizes consultative selling, strategic account development, and industry expertise.

Location: Virginia Beach, VA

Salary: $154,200.00-192,750.00

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, AccuTrade, 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

Additional Information

• Compensation structured as a 50/50 base/variable split reflecting the seniority and scope of this role.
• Uncapped commission potential tied to portfolio growth and new solution adoption.
• Car allowance or mileage reimbursement.
• Access to the full Cars Commerce product portfolio as a sales professional.
• This role is at an inflection point with a broad product portfolio and restructuring of the commercial organization.
• Total Target Compensation Range: $154,200.00-192,750.00.
• Applicants must be authorized to work in the United States; no visa sponsorship available.