Senior Account Executive

Cars Commerce

Senior Account Executive driving B2B sales for Cars Commerce's full suite of automotive technology solutions. Responsible for consultative selling and relationship management with dealer clients across the Boston territory.

Posted 7/17/2026full-timeRemote • Massachusetts • 🇺🇸 United StatesSenior💰 $154,200 - $192,750 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B field sales with a focus on complex, multi-product solutions, leveraging a consultative sales process to drive measurable outcomes for dealer accounts. Proficient in utilizing Salesforce for pipeline management and forecasting while maintaining strong relationships with dealership leadership.

Highest-signal resume keywords

B2B Field Sales ExperienceConsultative Sales ProcessSalesforce ProficiencySaaS Sales BackgroundMulti-Product Solution Selling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales MethodologyNeeds AnalysisSolution DesignBusiness Case DevelopmentQuota AchievementAccount PlanningPipeline ManagementForecastingDigital Retailing PerformanceTrade Acquisition Efficiency

Soft Skills

Relationship BuildingConsultative SellingCommunicationNegotiationAdaptability

Tools & Technologies

SalesforceCars.com MarketplaceDealer InspireAccu-TradeDigital Media Solutions

Industry Keywords

Automotive Retail TrendsOEM ProgramsInventory Market ConditionsSMB-to-Enterprise DynamicsMulti-Stakeholder Sales Cycles

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

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

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