Senior Account Executive - San Antonio, TX

Senior Account Executive
Territory: San Antonio, TX • Candidates must reside in territory
The Opportunity
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.

The Sr Account Executive is a level above our Field Account Executive. Candidates must demonstrate mastery of the full DRIVE framework — not just meeting criteria, but consistently modeling each dimension at a senior level.

What We're Looking For: The DRIVE Profile
Our DRIVE Competency Model

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 — not just strong individual years

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, and the right candidate will be energized by it

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 (leads, inventory turn, digital retailing performance, trade acquisition efficiency)

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 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

Operational Excellence

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 be able to articulate how you apply it

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

What We’re Looking For
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 — not single-SKU transactional sales

SaaS, digital media, or marketing technology sales background, particularly in verticals with high SMB-to-enterprise dealer or franchisee 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

PREFERRED EXPERIENCE

Automotive, if combined with the above required 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)

SKILLS & COMPETENCIES

Executive presence — ability to build credibility quickly with dealer principals and GMs

Strong business acumen; can translate 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 this role provides

Resilience and self-motivation suited to a field-based, high-volume territory model

Proficiency with CRM tools (Salesforce required) and virtual presentation platforms

Compensation
Compensation structured as a 50/50 base/variable split reflecting the seniority and scope of this role.

Uncapped commission potential tied to portfolio growth and new solution adoption

Car allowance or mileage reimbursement

Access to the full Cars Commerce product portfolio as a sales professional — you’ll sell tools that genuinely move the needle for dealers

Why This Role, Why Now
Cars Commerce is at an inflection point. We have the broadest product portfolio in our history — marketplace, websites, trade, and media — and we are restructuring our commercial organization to sell that portfolio the way it deserves to be sold: as an integrated platform with real dealer ROI at its center. The Senior Account Executive role is the commercial face of that transformation. If you are a seasoned seller who is energized by complexity, motivated by significant earning potential, and excited to help shape a new sales motion at scale, this is your moment.

In this spirit of pay transparency, we are excited to share the compensation for this role. The range is expressed as total target compensation (base salary + variable). If you are hired at Cars Commerce, your total target compensation will be determined based on factors such as skills and/or experience. If the range is close to what you're seeking, then we encourage you to apply and learn more about the total compensation package and benefits for this position.

Total Target Compensation Range: $154,200.00 - $192,750.00

Our Comprehensive Benefits Package includes:

Medical, Dental & Vision Healthcare Plans

New Hire Stipend for Home Office Set-Up

Generous PTO

Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day

For US-based Positions: Applicants must be authorized to work in the United States. Please note that we are unable to 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.

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