Senior Account Executive - Newark, NJ

Cars Commerce•Remote - New Jersey, NJ

7d•$154,200 - $192,750•Remote

About The Position

Cars Commerce is building a next-generation field sales organization, and the Sr Account Executive is central to this vision. This is a consultative, solutions-oriented role for a seasoned seller who can diagnose dealership business challenges and architect multi-product solutions across the Cars Commerce portfolio. This is a high-visibility individual contributor role with significant earning potential and a clear mandate to elevate sales, deepen partnerships, and grow revenue within a dealer portfolio. The Sr Account Executive is a level above the Field Account Executive, requiring mastery of the full DRIVE framework (Disciplined, Results-Proven, Interconnected Solution Seller, Voraciously Hungry, Earning-Motivated) at a senior level.

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.
Candidates must reside in territory (Newark, NJ).
Applicants must be authorized to work in the United States.
Proficiency with CRM tools (Salesforce required) and virtual presentation platforms.

Nice To Haves

Automotive experience, if combined with the above required experience.
Experience selling to multi-rooftop dealer groups or large franchise accounts.
Familiarity with automotive retail metrics (VDP views, leads, conversion rates, trade funnels, digital retailing workflows).

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, Accu-Trade, 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.