Enterprise Account Manager- Major Accounts
About The Position
The Enterprise Account Manager owns growth and retention across large, complex automotive dealer groups, selling the Cars.com portfolio: Cars.com Marketplace, Dealer Inspire websites and digital retailing, AccuTrade, and media solutions. This is a consultative sales role focused on understanding dealer-group priorities and connecting solutions to measurable outcomes such as sales growth, inventory turn, and marketing ROI. The role leads discovery, develops business cases, negotiates complex agreements, expands product adoption across products and rooftops, demonstrates ongoing value, addresses performance concerns, and leads retention conversations. As a trusted partner to senior dealer leadership, the Enterprise Account Manager develops and executes a commercial strategy balancing new business, account expansion, and protection of existing revenue. The position also provides strategic account leadership across a pod that may include multiple Account Executives, coordinating with Account Executives, Customer Success, Dealer Success Managers, Business Development, product specialists, implementation, and support teams. It requires maintaining account plans, Salesforce records, forecasts, and qualified pipeline coverage; applying a structured sales methodology; and traveling up to 50 percent for executive meetings, business reviews, dealership visits, and industry events. The role may be managed from a home office and involves regular travel.
Requirements
- 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 and 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 ability to work independently in a remote role with regular travel.
- 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 to uncover business needs before proposing solutions.
- Resilience, urgency, and personal accountability across long sales cycles and complex customer relationships.
- Collaborative leadership that aligns multiple Account Executives and internal partners around a consistent customer strategy without formal reporting authority.
- Proficiency with Salesforce and virtual presentation platforms, and ability to lead effective in-person executive meetings and product demonstrations.
- Applicants for US-based positions must be authorized to work in the United States; employment visa sponsorship is unavailable.
Nice To Haves
- 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.
Responsibilities
- 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 linking solutions to 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.
- Develop and execute account plans covering executive relationships, organizational structure, current spend, competitive exposure, and growth opportunities.
- 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, using proven results to support broader adoption across dealer groups.
- Lead executive business reviews, connect performance to customer priorities, establish next steps, surface retention risks, and build recovery plans with internal partners when needed.
- Provide strategic account leadership across a pod that may include multiple Account Executives, aligning group priorities, rooftop coverage, and growth plans while respecting assigned account and opportunity ownership.
- Partner with Account Executives on discovery, solution design, executive presentations, and negotiations; share enterprise selling expertise and establish 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.
- Work with implementation and support teams to coordinate launches, resolve escalations, and maintain executive confidence.
- Translate dealer feedback into business needs for Product, Engineering, Marketing, and Finance, and close the loop with customers.
- Stay current on automotive retail trends, OEM programs, inventory conditions, digital marketing performance, and competitive offerings to advise dealer executives.
- Maintain daily Salesforce updates, accurate stage management, and qualified pipeline coverage of 3–5x against new and expansion sales targets.
- Maintain a consolidated view of group opportunities and retention risks across the pod; coordinate forecasts with Account Executives and the director, including 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 from a home office and while traveling.
Benefits
- Medical, dental, and vision healthcare plans.
- New-hire stipend for home-office setup.
- Generous paid time off.
- Paid holidays, floating holiday, volunteer day, and recharge day.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
