Senior Account Executive - Newark, NJ

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

No one ever travels alone here: collaboration is built into our shared values. 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 diverse thinking yields better outcomes. Caring to Challenge, Taking Ownership, and doing the right thing even when it’s hard are core to our success.

Built In named us one of the best places to work in Chicago and across the U.S. ready to make your mark? Join a team that drives real change in the automotive industry.

Territory:
Newark, NJ

Required:
Candidates must reside in territory

We are building a next-generation field sales organization, and the Sr Account Executive is at the center of that vision. This role is consultative and solutions-oriented, not transactional. The successful seller walks into a dealership’s GM or dealer principal office, diagnoses business challenges quickly, and architects a multi-product solution across our full portfolio.

Every successful Cars Commerce Senior AE embodies all five dimensions of DRIVE:

• D – Disciplined:
  Rigorous pipeline management, Salesforce hygiene, and forecasting accuracy across a large, complex territory.
• R – Results-Proven:
  Multi-year track record of meeting or exceeding quota on complex, multi-product deals.
• I – Interconnected Solution Seller:
  Sells across an integrated platform, connecting media, digital retailing, data, and trade tools to unified dealer outcomes.
• V – Voraciously Hungry:
  Grit and tenacity to win, intellectual curiosity to stay ahead of automotive retail trends.
• E – Earning-Motivated:
  Money motivated; the financial upside of this role is meaningful and energizing.

• Own and grow a book of dealer accounts, selling across the full Cars Commerce suite:  marketplace, Dealer Inspire digital retailing, Accu Trade, and digital media solutions.
• Lead discovery conversations at the dealer principal, GM, and marketing director level to understand operational and growth challenges.
• Build tailored, multi-solution proposals that tie products to measurable dealer outcomes such as leads, inventory turn, digital retail performance, and trade acquisition efficiency.
• Manage complex, multi-stakeholder sales cycles from initial engagement through close and expansion.

• Develop and execute account plans across the 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 the competitive landscape to advise dealers as a credible 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 articulate its application.
• Provide field-level market intelligence to product, marketing, and leadership teams.
• Travel…