Senior Account Executive - Charlotte, NC

Senior Account Executive – Charlotte, NC

Territory:
Charlotte, NC

We are building a next‑generation field sales organization, and the Senior Account Executive is at the center of that vision. This is a consultative, solutions‑oriented role for a seasoned seller who can walk into a dealership’s GM or dealer principal office, quickly diagnose their business challenges, and architect a multi‑product solution across our full portfolio.

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

The Senior Account Executive is a level above our Field Account Executive. Candidates must demonstrate mastery of the full DRIVE framework – not just meeting criteria, but consistently modeling each dimension at a senior level.

• 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; 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 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.

• 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.

• 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 3–5× 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 your territory; this is a road‑warrior role with frequent in‑person dealer visits.

• 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…