Enterprise Account Manager- Major Accounts

Cars.com LLC; Michigan; Hybrid; USD 135,000 - 203,000; Full time

Benefits offered by this job

Medical, Dental & Vision plans

New Hire Home Office Stipend

Generous PTO and holidays

Job summary

Cars Commerce is seeking an experienced Enterprise Account Executive to own growth across large dealer groups, selling Cars.com Marketplace, Dealer Inspire, AccuTrade, and media solutions. You will lead discovery with senior leaders, build business cases, and drive ROI across a multi-product portfolio.

The role supports the Western U.S. region and is remote-first, with up to 50% travel. Strong leadership, Salesforce discipline, and a track record of exceeding revenue goals are essential.

Qualifications

• 8+ years of full-cycle B2B consultative sales experience.
• Experience selling complex SaaS, digital media, marketing technology, or platform solutions.
• Proven ability to build executive relationships and manage sales cycles involving multiple stakeholders.
• Willingness to travel up to 50% for meetings and events.

Responsibilities

• Own and grow a portfolio of enterprise dealer groups acrossCars.com marketplace, Dealer Inspire websites, Accutrade, and Cars.com media solutions.
• Lead discovery with dealer principals and executives to understand priorities and prove ROI.
• Build tailored proposals and business cases connecting solutions to outcomes like sales, inventory, and marketing efficiency.
• Negotiate terms, contracts, and expansions within guidelines.
• Coordinate with Success, Product, Finance, and other teams to ensure long-term value and retention.
• Lead executive business reviews and develop plans for growth across rooftops.

Skills

Executive presence

Business acumen

Strategic account planning

Negotiation

Salesforce discipline

Remote work adaptability

Tools

Salesforce

Virtual presentations

Job description

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.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.

The Opportunity

The Enterprise Account Executive owns growth and retention across large, complex automotive dealer groups, selling the full Cars.com portfolio: Cars.com Marketplace, Dealer Inspire websites and digital retailing, Accutrade, and media solutions.

This role requires a seasoned, consultative seller who can understand a group’s business priorities and connect our solutions to measurable dealer outcomes, including sales growth, inventory turn, and marketing ROI. Success requires the ability to sell, expand, and retain every part of the portfolio. You will lead discovery, build business cases, negotiate complex agreements, and turn proven results into broader adoption across products and rooftops. You must also be able to demonstrate ongoing value, address performance concerns, and lead retention conversations across each product line. As a trusted partner to senior dealer leadership, you will develop and execute a commercial strategy that balances new business, expansion, and protection of existing revenue.

Working with Account Executives, Customer Success, and product specialists, you will take ownership of the overall partnership and deliver long‑term value for both the dealer group and Cars.com.

This role will support our Western U.S. region. To be considered, candidates should be located in one of our preferred Western states.

The DRIVE Profile

• D - Disciplined: Maintains clear account plans, rigorous Salesforce data, and accurate forecasts across complex dealer groups. Coordinates opportunity plans and next steps across the pod, with a clear view of decision‑makers, buying processes, and revenue exposure.
• R - Results‑Proven: Brings a documented, multi‑year record of meeting or exceeding revenue goals through complex sales, portfolio expansion, and customer retention. Can explain how their actions produced sustained results.
• I - Interconnected Solution Seller: Connects marketplace, websites, trade and appraisal technology, and media to a unified dealer strategy. Builds a business case around measurable outcomes and extends successful solutions across a group.
• V - Voraciously Hungry: Pursues new opportunities with persistence, navigates long sales cycles, and stays curious about dealer operations and industry changes. Creates momentum with customers and internal partners.
• E - Earning‑Motivated: Is energized by financial upside and takes ownership of the performance required to earn it. Pursues ambitious growth goals while building durable customer relationships.

What You Will Do

Consultative Selling and Portfolio Management

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 that connect our solutions to dealer outcomes, including 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.

Strategic Account Development

Develop and execute account plans that map executive relationships, organizational structure, current spend, competitive exposure, and growth opportunities across each group.

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. Use proven results to build support for broader adoption across the group.

Lead executive business reviews that connect performance to customer priorities, establish next steps, and surface retention risks early.

Build recovery plans with internal partners when performance or relationships are at risk.

Pod Leadership and Cross‑Functional Execution

Provide strategic account leadership across a pod that may include multiple Account Executives. Align group priorities, rooftop coverage, and growth plans while respecting each AE’s ownership of assigned accounts and opportunities.

Partner with AEs on discovery, solution design, executive presentations, and negotiations for complex opportunities. Share enterprise selling expertise and establish clear 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. Partner with the director when account priorities require additional resources or alignment.

Work with implementation and support teams to coordinate launches, resolve escalations, and maintain executive confidence.

Translate dealer feedback into clear business needs for Product, Engineering, Marketing, and Finance, and close the loop with customers.

Market and Industry Expertise

Stay current on automotive retail trends, OEM programs, inventory conditions, digital marketing performance, and competitive offerings to advise dealer executives with credibility.

Understand how large dealer groups balance corporate priorities, local market needs, and rooftop economics.

Use that understanding to recommend solutions and defend the value of the partnership.

Operational Excellence

Maintain daily Salesforce updates, accurate stage management, and 3‑5x qualified pipeline coverage against new and expansion sales targets. Document stakeholder roles, buying processes, close dates, and next steps. Maintain a consolidated view of group opportunities and retention risks across the pod.

Coordinate forecasts with AEs and the director to accurately reflect 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 effectively from a home office and on the road.

Required Experience

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.

A 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.

Preferred Experience

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.

Skills and Competencies

Executive presence and the ability to establish credibility with senior dealer group leadership.

Strong business acumen and the 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 that aligns multiple AEs and internal partners around a consistent customer strategy without relying on formal reporting authority.

Proficiency with Salesforce and virtual presentation platforms, with the ability to lead effective in‑person executive meetings and product demonstrations.

Why This Role – Why Now

Cars.com’s broad portfolio gives enterprise sellers the opportunity to address more of a dealer group’s business needs through one partnership. The Enterprise Account Executive turns that opportunity into sustained growth by connecting executive priorities with solutions that perform across the group. If you have a strong record of complex selling, enjoy building relationships with senior leaders, and want ownership of major customer partnerships, this role offers the scope to make a meaningful impact.

In this spirit of pay transparency, we are excited to share the compensation for this role. The range is expressed as total target compensation (base salary + variable). If you are hired at Cars Commerce, your total target compensation will be determined based on factors such as skills and/or experience.

Total Target Compensation Range $135,300.00-203,000.00

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!

For US-based Positions: Applicants must be authorized to work in the United States. Please note that we are unable to sponsor employment visas at this time. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Welcome! At Cars Commerce, we think big, push boundaries, and rise together as a team. It’s all the challenge and energy of a job in the tech industry, backed by 25 years of proven resilience and growth as a leading consumer brand. Imagine getting to work on a team with a bold mission to simplify everything about buying and selling cars. A culture that’s a unique mix of innovation and collaboration. Exciting training and development opportunities that empower you to take ownership of your career. For our employees, every day is an opportunity. We’re a remote‑first workplace that embraces diversity at every level. Inspired by our values, we intentionally create opportunities for our employees to grow and make an impact in our industry and local communities. Let’s move your career forward together.

Cars Commerce is an audience‑driven technology company empowering automotive that simplifies everything about buying and selling cars. The Cars Commerce platform includes the flagship automotive marketplace and dealer reputation site Cars.com, innovative digital marketing technology and services from Dealer Inspire, industry‑leading trade‑in and appraisal technology from AccuTrade, an exclusive in‑market media network, and powerful and predictive AI technologies that enable more efficient and profitable retail operations. Cars Commerce is the essential partner to stay one step ahead in automotive.