Senior Account Executive - Virginia Beach, VA

Headquarters: Remote - Virginia
URL: Cars.com
Apply Here: We Work Remotely

Be essential at Cars Commerce

At Cars Commerce, we’re fanatical about simplifying everything about car buying and selling. We do right by our customers and consumers to better connect the industry with simplified and tierless technology to enhance, measure and drive local automotive retail. Whether through our No.1 most recognized marketplace, Cars.com, our industry-leading digital experience, Dealer Inspire, our trade and appraisal technology, AccuTrade, our reputation-based digital wholesale auction marketplace, Dealerclub, or our new Cars Commerce Media Network, Cars Commerce is essential for success in the automotive industry.

We are proud to be named one of Built In's 2026 Best Places to Work in Chicago and across the U.S.

The Opportunity

Territory: Virginia Beach, VA (Candidates must reside in territory)

We are building a next-generation field sales organization, and the Sr Account Executive is at the center of that vision. This is not a transactional role. It is a consultative, solutions-oriented position 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 is a high-visibility individual contributor role with 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.

What We're Looking For: The DRIVE Profile

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

D — Disciplined: Rigorous pipeline management, Salesforce hygiene, and forecasting accuracy — demonstrated 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.

What You’ll Do

Consultative Selling & Portfolio Management

Own and grow a book of dealer accounts, selling across the full Cars Commerce suite: Cars.com 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.
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.
Serve as a trusted advisor to dealer groups and multi-rooftop accounts.

Operational Excellence

Maintain rigorous pipeline, forecasting, and activity data in Salesforce.
Operate within a structured sales methodology (Sandler, Challenger, SPIN, MEDDIC, or equivalent).
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.

Required Experience

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.
SaaS, digital media, or marketing technology sales background.
Comfort operating in a high-activity, travel-intensive field role.
Proven ability to run a consultative sales process.
Working command of a named sales methodology and demonstrable Salesforce rigor.

Preferred Experience

Automotive industry 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).

Compensation

Compensation is structured as a 50/50 base/variable split.

Total Target Compensation Range: $154,200.00 - $192,750.00
Uncapped commission potential.
Car allowance or mileage reimbursement.

Benefits

Medical, Dental & Vision Healthcare Plans
New Hire Stipend for Home Office Set-Up
Generous PTO
Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day
Learn more about our Benefits, Perks, & Culture

Note: 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.

Senior Account Executive at Cars Commerce