Account Manager - Mid South

Overview

Be essential at Cars Commerce. We’re fanatical about simplifying everything about car buying and selling, connecting the industry with simplified and tierless technology to enhance, measure and drive local automotive retail. Cars Commerce includes the  marketplace, Dealer Inspire, Accu Trade, Dealer club, and the Cars Commerce Media Network. We value collaboration, open-minded communication, and ownership, with a foundation of integrity and doing the right thing.

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 driving real change in the automotive industry.

Account Manager |

Reports to:

Director, Field Sales - Mid South

The Account Manager is a high-potential, developmental role designed to prepare future Sales Account Executives. This role supports Field Account Executives and Sr. Account Executives in managing and growing an assigned portfolio of accounts while building commercial, strategic, and client leadership skills required to assume full revenue ownership. This role reports to the Director, Field Sales who allocates focus and prioritization across supported AEs and Sr.

AEs and owns the structured development path toward an AE promotion. We hire Account Managers who show the raw materials of a great seller — discipline, hunger, curiosity, and a drive to build a high-earning sales career. This role is the on-ramp. Advancement is earned through growth against the DRIVE competency framework.

What Were Developing. The DRIVE framework is Cars Commerce's competency model used to evaluate AEs. We are not asking for mastery at this level; we are building the skills from the ground up.

• D — Disciplined: CRM rigor and organizational discipline from day one; tracks tasks, updates records, and manages priorities
• R — Results-Proven:
  Early evidence of commercial instinct; identifies opportunities, follows up with purpose, and owns outcomes
• I — Interconnected Solution Seller:
  Curious about how Cars Commerce products connect to dealer challenges; learns the platform and builds toward solution-level conversations
• V — Voraciously Hungry:
  Grit and curiosity; learns from senior sellers and pushes beyond comfort zone
• E — Earning-Motivated:
  Ambition for a high-earning sales career with growth and progression

• Provide leverage to Field AEs and Sr. AEs by owning defined components of account management
• Improve portfolio coverage, responsiveness, and operational rigor across assigned accounts
• Build a strong internal bench of future Account Executives grounded in the DRIVE framework
• Create structured succession for revenue-producing roles

• Account Support & Portfolio Management: Support AEs and Sr. AEs in executing strategic account plans; prepare materials and analysis for business reviews, renewals, and growth discussions; monitor account health indicators and flag risks or expansion opportunities; maintain disciplined pipeline tracking, CRM hygiene, and forecast preparation; coordinate follow-ups, proposals, and documentation related to client requests.
• Revenue Enablement & Opportunity Development: Identify cross-sell and upsell signals within assigned accounts; conduct preliminary discovery conversations; support pricing requests, renewal documentation, and opportunity progression; partner with Solutions Consultants and internal teams to prepare for client engagements; gradually assume responsibility for smaller accounts or transactional renewals.
• Client Relationship Development: Maintain regular communication with designated client contacts; support Quarterly Business Reviews and performance reporting; develop consultative selling skills by shadowing senior AE and Sales Director conversations; build credibility as a trusted point of contact.
• Cross-Functional Coordination: Partner with Product, Marketing, Enterprise Analytics, Operations, and Customer Care to resolve issues and advance opportunities; ensure internal alignment on deliverables, timelines, and client expectations; support onboarding, adoption, and renewal processes through disciplined…