Senior Account Executive - Los Angeles, CA

Senior Account Executive – Los Angeles, CA
Preferred Residency:
Los Angeles, CA (Candidates must reside in territory)

This role builds a next‑generation field sales organization and is a consultative, solutions‑oriented position. The Senior Account Executive will walk into dealer premises, diagnose business challenges, and design multi‑product solutions across the entire Cars Commerce portfolio.

• 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 with dealer principals, GMs, and marketing directors to understand 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 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 – frequent in‑person dealer visits are required

• Disciplined
  :
  Rigorous pipeline management, Salesforce hygiene, and forecasting accuracy across a large, complex territory
• Results‑Proven
  :
  Multi‑year track record of meeting or exceeding quota on complex, multi‑product deals
• Interconnected Solution Seller
  :
  Sells across an integrated platform; connects media, digital retailing, data, and trade tools to unified dealer outcomes
• Voraciously Hungry
  :
  Grit and tenacity to win in a competitive market; intellectual curiosity to stay ahead of automotive retail trends
• Earning‑Motivated
  :
  Unapologetically money‑motivated; energized by the financial upside of the role

• 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 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 a named sales methodology and demonstrable Salesforce rigor

• Automotive experience, combined with the above required experience
• Experience selling to multi‑rooftop dealer groups or large franchise accounts
• Familiarity with automotive retail metrics (VDP views, leads, conversion rates, trade funnels, digital retailing workflows)

• Executive presence – ability to build credibility quickly with dealer principals and GMs
• Strong business acumen; translate platform capabilities into dealer P&L impact
• Natural curiosity and active listening; asks great questions before pitching
• Unapologetically money‑motivated –…