Enterprise Account Executive, Major Accounts - West

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.

No one ever travels alone here: at its core, Cars Commerce is collaboration. In fact, it’s built into the very fabric of our shared values. We like to say we Rise Together – putting people at the center of what we do, from consumer to customer to community. Life at Cars Commerce makes it easy when we share the ethos to be Open to All, encouraging open-minded communication because we know diverse thinking yields better outcomes. But critical to our success is Caring to Challenge and Taking Ownership, fueling a competitive spirit in a respectful environment where we think about tomorrow but act today. At our foundation, we have integrity, Doing the Right Thing, even when it’s hard. It’s our shared commitment to these values that makes Cars Commerce a place where growth becomes not only possible, but downright unavoidable.

But don't take our word for it. We are proud to be named one of Built In's 2026 Best Places to Work in Chicago and across the U.S. Ready to make your mark? Join a team that's driving real change in the automotive industry.

The Opportunity

The Enterprise Account Executive owns growth and retention across large, complex automotive dealer groups, selling the full Cars.com portfolio: Cars.com Marketplace, Dealer Inspire websites and digital retailing, Accutrade, and media solutions. This role requires a seasoned, consultative seller who can understand a group’s business priorities and connect our solutions to measurable dealer outcomes, including sales growth, inventory turn, and marketing ROI.

Success requires the ability to sell, expand, and retain every part of the portfolio. You will lead discovery, build business cases, negotiate complex agreements, and turn proven results into broader adoption across products and rooftops. You must also be able to demonstrate ongoing value, address performance concerns, and lead retention conversations across each product line.

As a trusted partner to senior dealer leadership, you will develop and execute a commercial strategy that balances new business, expansion, and protection of existing revenue. Working with Account Executives, Customer Success, and product specialists, you will take ownership of the overall partnership and deliver long-term value for both the dealer group and Cars.com.

This role will support our Western U.S. region. To be considered, candidates should be located in one of our preferred Western states.

What We Are Looking For

The DRIVE Profile

Every successful Cars.com Enterprise Account Executive demonstrates all five dimensions of DRIVE at an enterprise level.

• •D - Disciplined: Maintains clear account plans, rigorous Salesforce data, and accurate forecasts across complex dealer groups. Coordinates opportunity plans and next steps across the pod, with a clear view of decision-makers, buying processes, and revenue exposure.
• •R - Results-Proven: Brings a documented, multi-year record of meeting or exceeding revenue goals through complex sales, portfolio expansion, and customer retention. Can explain how their actions produced sustained results.
• •I - Interconnected Solution Seller: Connects marketplace, websites, trade and appraisal technology, and media to a unified dealer strategy. Builds a business case around measurable outcomes and extends successful solutions across a group.
• •V - Voraciously Hungry: Pursues new opportunities with persistence, navigates long sales cycles, and stays curious about dealer operations and industry changes. Creates momentum with customers and internal partners.
• •E - Earning-Motivated: Is energized by financial upside and takes ownership of the performance required to earn it. Pursues ambitious growth goals while building durable customer relationships.

What You Will Do

Consultative Selling and Portfolio Management

• •Own and grow a portfolio of enterprise dealer groups across Cars.com Marketplace, Dealer Inspire websites and digital retailing, Accutrade, and Cars.com media solutions.
• •Lead discovery with dealer principals, group presidents, and corporate marketing and operations leaders to understand priorities, decision criteria, and business challenges.
• •Build tailored proposals and business cases that connect our solutions to dealer outcomes, including sales conversion, inventory turn, customer acquisition, trade acquisition, and marketing efficiency.
• •Manage complex sales cycles from stakeholder alignment and product demonstrations through pricing, negotiation, contracting, and expansion. Partner with leadership and Finance on commercial terms within established guidelines.

Strategic Account Development

• •Develop and execute account plans that map executive relationships, organizational structure, current spend, competitive exposure, and growth opportunities across each group.
• •Identify opportunities to win new group relationships, add rooftops, and expand product adoption within existing accounts.
• •Design pilots with clear success measures and expansion plans. Use proven results to build support for broader adoption across the group.
• •Lead executive business reviews that connect performance to customer priorities, establish next steps, and surface retention risks early. Build recovery plans with internal partners when performance or relationships are at risk.

Pod Leadership and Cross-Functional Execution

• •Provide strategic account leadership across a pod that may include multiple Account Executives. Align group priorities, rooftop coverage, and growth plans while respecting each AE’s ownership of assigned accounts and opportunities.
• •Partner with AEs on discovery, solution design, executive presentations, and negotiations for complex opportunities. Share enterprise selling expertise and establish clear responsibilities and next steps for joint pursuits.
• •Coordinate with Customer Success, Dealer Success Managers, Business Development, and product specialists to connect corporate agreements with rooftop adoption. Partner with the director when account priorities require additional resources or alignment.
• •Work with implementation and support teams to coordinate launches, resolve escalations, and maintain executive confidence. Translate dealer feedback into clear business needs for Product, Engineering, Marketing, and Finance, and close the loop with customers.

Market and Industry Expertise

• •Stay current on automotive retail trends, OEM programs, inventory conditions, digital marketing performance, and competitive offerings to advise dealer executives with credibility.
• •Understand how large dealer groups balance corporate priorities, local market needs, and rooftop economics. Use that understanding to recommend solutions and defend the value of the partnership.

Operational Excellence

• •Maintain daily Salesforce updates, accurate stage management, and 3-5x qualified pipeline coverage against new and expansion sales targets. Document stakeholder roles, buying processes, close dates, and next steps.
• •Maintain a consolidated view of group opportunities and retention risks across the pod. Coordinate forecasts with AEs and the director to accurately reflect new sales, expansion, downgrades, and cancellations.
• •Apply a structured sales methodology such as Sandler, Challenger, SPIN, MEDDIC, or an equivalent throughout discovery, qualification, negotiation, and close.
• •Travel up to 50