Director, Field Sales - MidSouth

About Cars Commerce

Cars Commerce simplifies everything about buying and selling cars, offering a broad portfolio of marketplace, dealership websites, trade, and media solutions. It is committed to collaboration, growth, and an inclusive culture.
About the Role

The Group Director is a senior field sales leader responsible for driving revenue growth and commercial excellence across a multi‑territory region. It leads a team of approximately 15 Senior Account Executives and serves as the connective tissue between front‑line execution and strategic direction.
Responsibilities

Team Leadership and Talent Development

Lead, coach, and develop a team of ~15 Senior Account Executives across a defined multi‑state region
Conduct regular field rides, deal reviews, and one‑on‑one sessions to assess performance and accelerate skill development
Partner with HR and Talent Acquisition to recruit, onboard, and retain top‑tier field sales talent
Build a high‑performance team culture grounded in accountability, intellectual curiosity, financial hunger, and dealer‑first thinking
Identify and develop future leaders within the team; model the behaviors to be replicated at every level

Revenue Ownership and Forecasting

Own regional revenue targets across the Cars Commerce portfolio (Cars.com, Dealer Inspire, Accu‑Trade, and digital media solutions)
Maintain rigorous pipeline and forecasting discipline in Salesforce; roll up a reliable, evidence‑based forecast to the Field VP on a weekly and monthly cadence
Drive consistent attainment across the entire team through structured coaching and performance management
Identify revenue risk early and implement proactive mitigation strategies across the roster

Strategic Territory and Account Oversight

Oversee territory design and account assignments to maximize market coverage and revenue potential across the region
Guide Senior Account Executives in developing and executing strategic account plans for large dealer groups and multi‑rooftop accounts
Engage directly with key regional dealer groups and high‑value accounts as an executive sponsor
Identify regional whitespace and growth opportunities and build go‑to‑market plans to capture them

Cross‑Functional Partnership

Primary field liaison between the region and internal stakeholders (Customer Success, Dealer Success, Product, Marketing)
Partner with the Field VP and peer Group Directors to align on commercial strategy and drive consistency across the national organization
Surface field‑level market intelligence, competitive dynamics, and dealer sentiment to inform product roadmap and go‑to‑market decisions

Operational Excellence

Enforce CRM hygiene, pipeline management standards, and forecasting accuracy across the team
Drive adoption of sales tools, processes, and playbooks; champion consistency in positioning and selling the Cars Commerce platform
Coach sellers to an agreed sales methodology and run deal reviews to identify stage
Travel regularly across the region for field visits, team accompaniment, dealer meetings, and strategic account calls

Required Experience

10+ years of B2B sales experience
At least 5+ years in a field sales leadership role managing quota‑carrying individual contributors
Demonstrated success leading teams that sell complex, multi‑product or platform solutions in a consultative sales motion
Track record of meeting or exceeding team revenue targets in a high‑activity, field‑based environment
Experience managing geographically dispersed teams across multiple territories
Strong CRM discipline and ability to coach teams on pipeline data
Automotive retail industry experience (dealerships, dealer groups, OEM channels, or automotive technology/media) strongly preferred
Preferred Experience

SaaS, digital media, or marketing technology sales leadership, particularly in verticals with SMB‑to‑enterprise dealer or franchisee dynamics
Experience overseeing sales to multi‑rooftop dealer groups or large regional
ational franchise accounts
Familiarity coaching sellers on automotive retail metrics and dealer P&L dynamics (VDP views, leads, inventory turn, digital retailing, trade funnels)
Prior experience operating within a layered field sales organization (IC → Manager → Director → VP structure)
Skills & Competencies

Executive presence with the ability to engage credibly at the dealer principal, GM, and C‑suite level
Strong coaching instincts; elevates sellers with insightful questions rather than answers
Analytical and operationally rigorous; comfortable managing a large pipeline and translating data into actionable coaching
Unapologetically money‑motivated and able to inspire the same drive in others
Ability to hold the team accountable while maintaining culture and morale
High travel tolerance; regular regional travel expected
Proficiency with Salesforce and virtual presentation/collaboration platforms
Compensation

Total Target Compensation Range: $228,600.00 – $285,750.00 (base salary + variable). Compensation determined based on skills and experience.
Benefits

Medical, Dental & Vision healthcare plans
New hire stipend for Home Office Set‑Up
Generous PTO, Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day
Equal Opportunity

For US‑based positions: Applicants must be authorized to work in the United States. This role is not eligible for visa sponsorship.
We are an equal‑opportunity employer and value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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