Senior Account Executive - Charlotte, NC

Senior Account Executive
Territory:
Charlotte, NC 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. This is not a transactional role. It is a consultative, solutions‑oriented position for a seasoned seller who can walk into a dealership’s GM or dealer principal office, quickly diagnose business challenges, and architect a multi‑product solution across our full portfolio.

It is a high‑visibility individual‑contributor role with significant earning potential, direct field presence, and a clear mandate: elevate how we sell, deepen how we partner, and grow revenue across our dealer portfolio.

The Sr Account Executive is a level above our Field Account Executive. Candidates must demonstrate mastery of the full DRIVE framework – consistently modeling each dimension at a senior level.

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 – 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.
• E — Earning‑Motivated: Unapologetically money‑motivated – the financial upside of this role is meaningful, and the right candidate will be energized by it.

• Own and grow a book of dealer accounts, selling across the full Cars Commerce suite:  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 tying 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.

• 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 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.

• 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 how you apply it.
• Provide field‑level market intelligence to product, marketing, and leadership teams.
• Travel regularly within the territory; this is a road‑warrior role with frequent in‑person dealer visits expected.

• 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…