Senior Account Executive - Newark, NJ

Senior Account Executive

Territory:
Newark, NJ – Candidates must reside in the territory.

We are building a next-generation field sales organization. The Senior Account Executive is a consultative, solutions‑oriented role focused on diagnosing dealer challenges and architecting multi‑product solutions across our full portfolio. This high‑visibility position offers significant earning potential and a clear mandate to elevate how we sell, deepen partnerships, and grow revenue.

• 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 such as leads, inventory turn, digital retailing 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 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 its application.
• 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.

• 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 dealership 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 industry experience combined with above required experience.
• Experience selling to multi‑rooftop dealer groups or large franchise accounts.
• Familiarity with automotive retail metrics such as VDP views, leads, conversion rates, trade funnels, and digital retailing workflows.

• Executive presence – ability to build credibility quickly with dealer principals and GMs.
• Strong business acumen; translates platform capabilities into dealer P&L impact.
• Natural curiosity and active listening; asks great questions before pitching.
• Unapologetically money‑motivated – driven by the earning upside.
• Resilience and self‑motivation suited to a field‑based, high‑volume territory model.
• Proficiency with CRM tools (Salesforce required) and virtual presentation platforms.

Compensation is structured as a 50/50 base/variable split reflecting the seniority and scope of this role. Uncapped commission potential is tied to portfolio growth and new solution adoption. A car allowance or mileage reimbursement is provided.

Medical, Dental & Vision healthcare plans; new hire stipend for home office set‑up; generous PTO, paid holidays, floating holiday, volunteer day, and recharge day.

Applicants must be authorized to work in the United States. We do not 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.