Account Executive, Field

About the Company

At Cars Commerce, we’re fanatical about simplifying everything about car buying and selling. We connect the automotive industry with simplified, tierless technology through our leading platforms: Cars.com (the No. 1 most recognized marketplace), Dealer Inspire (digital experience), AccuTrade (trade and appraisal), Dealerclub (reputation-based digital wholesale auction), and the Cars Commerce Media Network. Our shared values—Rise Together, Open to All, Caring to Challenge, Taking Ownership, and Doing the Right Thing—fuel collaboration and growth. We’re proud to be named one of Built In's 2026 Best Places to Work in Chicago and across the U.S.

About the Role

This is a field-based, quota-carrying role for a seasoned seller who runs their book like a business and is unapologetically motivated to win and earn. You’ll act as the primary point of contact for Cars Commerce customers, focusing on retention, growth, and ongoing success within an assigned geographic territory (Allentown/Bethlehem/Stroudsburg/Wilkes-Barre/Scranton). Candidates must reside in close proximity to the territory.

• Sell products and services to existing customers, maintaining relationships through regular in-person visits.
• Respond to client inquiries and recommend appropriate solutions.
• Execute sales strategy, identify and close upsell opportunities, and prepare reports that communicate measurable value.
• Demonstrate expertise in Cars Commerce products, services, and the digital automotive marketplace.
• Manage pipeline with discipline: maintain daily Salesforce hygiene, track pipeline coverage ratios, forecast accurately, and apply a structured sales methodology.
• Travel (primarily driving, with occasional flights) at least 75% of the time for face-to-face customer engagement.
• Partner across selling and servicing roles to ensure customers receive maximum value from the Cars Commerce Platform.

What We're Looking For

We seek a driven, disciplined Account Executive who embodies our DRIVE values:

• D — Disciplined: Pipeline rigor, Salesforce hygiene, forecasting accuracy, and use of structured sales methodology.
• R — Results-Proven: Consistent, multi-year quota attainment, backed by specific numbers, deal sizes, and rankings.
• I — Interconnected Solution Seller: Media/digital advertising or SaaS background; comfortable owning SMB and mid-market accounts.
• V — Voraciously Hungry: Grit, tenacity, and fire; personal ownership of outcomes; self-driven activity beyond requirements.
• E — Earning-Motivated: Financial drive is the engine; unapologetically money-motivated with a preference for uncapped commission.

Qualifications

• Excellent planning and solutions-selling experience with a structured, repeatable methodology (e.g., Sandler, Challenger, SPIN, or Consultative Selling).
• Motivated and comfortable working remotely from a home office and in the field.
• Ability to conduct in-depth sales presentations, including product demonstrations that highlight key benefits, ROI, and value.
• Proven persuasion and negotiation skills, with the tenacity to re-engage stalled deals.
• Experience in the automotive space or digital marketplace strongly preferred.
• Strong business acumen: knows pipeline coverage ratios, conversion rates by stage, and forecast accuracy.

Requirements

• 5+ years of progressive B2B sales experience in media, digital advertising, marketing SaaS, or automotive solutions.
• Proven, multi-year quota attainment record (candidates must share specific quota figures, attainment percentages, and team/regional rankings).
• Demonstrated Salesforce proficiency with strong CRM hygiene habits (daily updates and pipeline reviews).
• Experience selling advertising or complex SaaS/software solutions to SMB or mid-market business leaders.
• Bachelor’s degree or equivalent experience.
• Financially motivated with a preference for uncapped, accelerated commission structures over high-base/low-variable plans.

Pay

Total target compensation range: $118,600–$148,250 (base salary + variable). Compensation is determined based on skills and experience.

Benefits

• Medical, dental, and vision healthcare plans.
• New hire stipend for home office set-up.
• Generous PTO, paid holidays, floating holiday, volunteer day, and recharge day.