Senior Account Executive - Washington, DC

Senior Account Executive – Washington, DC Territory

We are building a next‑generation field sales organization. The Senior Account Executive is a consultative, solutions‑oriented individual contributor who walks into a dealer’s GM or principal office, diagnoses business challenges, and architectively delivers multi‑product solutions across our full portfolio.

• Consultative Selling & Portfolio Management: 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, build tailored, multi‑solution proposals tied to measurable dealer outcomes, and manage complex, multi‑stakeholder sales cycles from initial engagement through close and expansion.
• Strategic Account Development: 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.
• Market & Industry Expertise: 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.
• Operational Excellence: 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 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.
• Background in SaaS, digital media, or marketing technology sales, especially 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 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.
• Curiosity and active listening; asks great questions before pitching.
• Unapologetically money‑motivated – driven by the earning upside this role provides.
• Resilience and self‑motivation suited to a field‑based, high‑volume territory model.
• Proficiency with CRM tools (Salesforce required) and virtual presentation platforms.

• Base/variable split structured as 50/50; uncapped commission potential tied to portfolio growth and new solution adoption.
• Car allowance or mileage reimbursement.
• Full access to the Cars Commerce product portfolio.
• Total Target Compensation Range: $ – $.
• Medical, Dental & Vision healthcare plans.
• New hire stipend for home office set‑up.
• Generous PTO, paid holidays, floating holiday, volunteer day, recharge day.

Applicants must be authorized to work in the United States. We are unable to sponsor employment visas at this time.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.