Senior Account Executive - Virginia Beach, VA

Job Overview

com Be essential at Cars Commerce At Cars Commerce, we’re fanatical about simplifying everything about car buying and selling.

We do right by our customers and consumers to better connect the industry with simplified and tierless technology to enhance, measure and drive local automotive retail. Whether through our No. 1 most recognized marketplace, Cars.

Job Description

com, our industry-leading digital experience, Dealer Inspire, our trade and appraisal technology, AccuTrade, our reputation-based digital wholesale auction marketplace, Dealerclub, or our new Cars Commerce Media Network, Cars Commerce is essential for success in the automotive industry.

No one ever travels alone here: at its core, Cars Commerce is collaboration. In fact, it’s built into the very fabric of our shared values. We like to say we Rise Together – putting people at the center of what we do, from consumer to customer to community.

Life at Cars Commerce makes it easy when we share the ethos to be Open to All, encouraging open-minded communication because we know diverse thinking yields better outcomes.

But critical to our success is Caring to Challenge and Taking Ownership, fueling a competitive spirit in a respectful environment where we think about tomorrow but act today. At our foundation, we have integrity, Doing the Right Thing, even when it’s hard.

It’s our shared commitment to these values that makes Cars Commerce a place where growth becomes not only possible, but downright unavoidable. But don't take our word for it.

We are proud to be named one of Built In's 2026 Best Places to Work in Chicago and across the U. S. Ready to make your mark? Join a team that's driving real change in the automotive industry.

Key Responsibilities

• Whether through our No.1 most recognized marketplace, Cars.com, our industry-leading digital experience, Dealer Inspire, our trade and appraisal technology, AccuTrade, our reputation-based digital wholesale auction marketplace, Dealerclub, or our new Cars Commerce Media Network, Cars Commerce is essential for success in the automotive industry.
• Senior Account Executive Territory: Virginia Beach, VA • Candidates must reside in territory The Opportunity We are building a next-generation field sales organization, and the Sr Account Executive is at the center of that vision.
• What We're Looking For: The DRIVE Profile Every successful Cars Commerce Senior AE embodies all five dimensions of DRIVE: Our DRIVE Competency Model D - Disciplined: Rigorous pipeline management, Salesforce hygiene, and forecasting accuracy - demonstrated across a large, complex territory R - Results-Proven: Multi-year track record of meeting or exceeding quota on complex, multi-product deals - not just strong individual years I - Interconnected Solution Seller: Sells across an integrated platform; connects media, digital retailing, data, and trade tools to unified dealer outcomes V - Voraciously Hungry: Grit and tenacity to win in a competitive market; intellectual curiosity to stay ahead of automotive retail trends.
• What You’ll Do CONSULTATIVE SELLING & PORTFOLIO MANAGEMENT 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 STRATEGIC ACCOUNT DEVELOPMENT 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 MARKET & INDUSTRY EXPERTISE 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 OPERATIONAL EXCELLENCE 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 What We’re Looking For REQUIRED EXPERIENCE 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 PREFERRED EXPERIENCE Automotive, 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) SKILLS & COMPETENCIES Executive presence - ability to build credibility quickly with dealer principals and GMs Strong business acumen; can translate platform capabilities into dealer P&L impact Natural curiosity and active listening; asks great questions before pitching Unapologetically money-motivated - driven by the earning upside this role provides Resilience and self-motivation suited to a field-based, high-volume territory model Proficiency with CRM tools (Salesforce required) and virtual presentation platforms Compensation Compensation structured as a 50/50 base/variable split reflecting the seniority and scope of this role.

Required Skills and Qualifications

• Whether through our No.1 most recognized marketplace, Cars.com, our industry-leading digital experience, Dealer Inspire, our trade and appraisal technology, AccuTrade, our reputation-based digital wholesale auction marketplace, Dealerclub, or our new Cars Commerce Media Network, Cars Commerce is essential for success in the automotive industry.
• Senior Account Executive Territory: Virginia Beach, VA • Candidates must reside in territory The Opportunity We are building a next-generation field sales organization, and the Sr Account Executive is at the center of that vision.
• Candidates must demonstrate mastery of the full DRIVE framework - not just meeting criteria, but consistently modeling each dimension at a senior level.
• What You’ll Do CONSULTATIVE SELLING & PORTFOLIO MANAGEMENT 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 STRATEGIC ACCOUNT DEVELOPMENT 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 MARKET & INDUSTRY EXPERTISE 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 OPERATIONAL EXCELLENCE 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 What We’re Looking For REQUIRED EXPERIENCE 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 PREFERRED EXPERIENCE Automotive, 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) SKILLS & COMPETENCIES Executive presence - ability to build credibility quickly with dealer principals and GMs Strong business acumen; can translate platform capabilities into dealer P&L impact Natural curiosity and active listening; asks great questions before pitching Unapologetically money-motivated - driven by the earning upside this role provides Resilience and self-motivation suited to a field-based, high-volume territory model Proficiency with CRM tools (Salesforce required) and virtual presentation platforms Compensation Compensation structured as a 50/50 base/variable split reflecting the seniority and scope of this role.
• If you are hired at Cars Commerce, your total target compensation will be determined based on factors such as skills and/or experience.
• For US-based Positions: Applicants must be authorized to work in the United States.

Benefits and Perks

• If the range is close to what you're seeking, then we encourage you to apply and learn more about the total compensation package and benefits for this position.
• Total Target Compensation Range $154,200.00-192,750.00 Our Comprehensive Benefits Package includes: Medical, Dental & Vision Healthcare Plans New Hire Stipend for Home Office Set-Up Generous PTO Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day Learn more about our Benefits, Perks, & Culture on our LinkedIn Life Pages !

Work Location and Schedule

This role is listed as Remote USA with location information shown as Remote USA. The employment type is Full Time.

About the Company

Cars.com is the organization connected with this listing. USA Jobs Today displays this opportunity for job discovery only, so applicants should verify company details, application instructions, and eligibility on the official employer website.