Enterprise Account Executive, Major Accounts

🔥 20 hours ago

🌵 Arizona, California, +3 more states – Remote

🌵 Arizona – Remote 🏄 California – Remote 🌽 Illinois – Remote 🎰 Nevada – Remote ⛷️ Utah – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 10%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Cars Commerce

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

💼 Consulting

📣 Marketing

📦 Logistics

Consulting • Marketing • Logistics

Cars Commerce is a comprehensive online platform that facilitates the buying, selling, and research of vehicles. It provides a wide range of listings for new and used cars, along with tools and resources for customers to compare different makes and models, read reviews, and obtain financing options. With a focus on enhancing the car shopping experience, Cars Commerce connects sellers with local dealers and offers estimates for vehicle sales, ensuring a streamlined process for prospective buyers and sellers alike.

📋 Description

• 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 through stakeholder alignment, product demonstrations, pricing, negotiation, contracting, and expansion • Develop and execute account plans covering executive relationships, organizational structure, spend, competitive exposure, and growth opportunities • Identify new group relationships, additional rooftops, and product-adoption expansion opportunities • Design pilots with success measures and expansion plans • Lead executive business reviews, identify 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 • Advise dealer executives 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% for executive meetings, business reviews, dealership visits, and industry events • Manage a broad account portfolio from a home office and on the road

🎯 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, 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, with clear ownership and follow-through • Working command of a structured sales methodology, strong Salesforce discipline, and comfort operating independently in a remote role with regular travel • 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 • 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 that uncover business needs before proposing solutions • Resilience, urgency, and personal accountability across long sales cycles and complex customer relationships • Collaborative leadership aligning multiple AEs and internal partners without formal reporting authority • Proficiency with Salesforce and virtual presentation platforms • Ability to lead effective in-person executive meetings and product demonstrations • Applicants must be authorized to work in the United States; employment visa sponsorship is unavailable

🏖️ Benefits

• New Hire Stipend for Home Office Set-Up • Generous PTO • Paid Holidays • Floating Holiday • Volunteer Day • Recharge Day • Medical, Dental & Vision Healthcare Plans

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