Senior Account Executive – Virginia , VA

Senior Account Executive

Territory:
Virginia Beach, VA
• Candidates must reside in territory

We are building a next‑generation field sales organization. The Senior Account Executive is a consultative, solutions‑oriented position for a seasoned seller who can walk into a dealership’s GM or dealer principal office, diagnose business challenges, and architect a multi‑product solution across our full portfolio.

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

Every successful Car Commerce Senior AE embodies all five dimensions of DRIVE:

• D — Disciplined: Rigorous pipeline management, Salesforce hygiene, and forecasting accuracy over 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, connecting 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 energizes the right candidate.

• Own and grow a book of dealer accounts, selling across the full Car Commerce suite.
• Lead discovery conversations with dealer principals, GMs, and marketing directors to understand operational and growth challenges.
• Build tailored, multi‑solution proposals tied to measurable dealer outcomes.
• Manage complex, multi‑stakeholder sales cycles from engagement to close and expansion.

• Develop and execute account plans to maximize penetration and revenue.
• Identify whitespace and create pathways to deeper adoption.
• Partner with Customer Success and Dealer Success Managers for seamless onboarding and expansion post‑sale.

• Stay current on automotive retail trends, OEM programs, inventory market conditions, and competitive landscape.
• Serve as a trusted advisor to dealer groups and multi‑rooftop accounts, building long‑term relationships.

• Maintain rigorous pipeline, forecasting, and activity data in Salesforce with daily updates and 3–5x 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 your territory; this is a road‑warrior role with frequent dealer visits.

• 8+ years of B2B field sales experience with a multi‑year track record of meeting or exceeding quota.
• Successful selling of complex, multi‑product or platform solutions.
• Background in SaaS, digital media, or marketing technology sales, especially with high SMB‑to‑enterprise dealer dynamics.
• Comfort in a high‑activity, travel‑intensive field role calling on business owners and senior dealer leadership.
• Proven consultative sales process: discovery, needs analysis, solution design, business case development, and close.
• Command of a named sales methodology and demonstrable Salesforce rigor.

• Automotive experience combined with the above.
• 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 and credibility with dealer principals and GMs.
• Strong business acumen; translate platform capabilities into dealer P&L impact.
• Natural curiosity and active listening; ask great questions before pitching.
• Unapologetically money‑motivated; driven by the earning upside.
• Resilience and self‑motivation suited to a field‑based, high‑volume territory.
• Proficiency with CRM tools (Salesforce required) and virtual presentation…