Account Manager - Southwest

About the Role

The Account Manager at Cars Commerce is a developmental role designed to prepare future Sales Account Executives. This individual supports Field Account Executives and Sr. Account Executives in managing and growing an assigned portfolio of accounts, building commercial, strategic, and client leadership skills. The role reports to the Director, Field Sales, who allocates focus and prioritization across supported AEs and Sr. AEs and owns the structured development path toward an AE promotion.

Responsibilities

• ACCOUNT SUPPORT & PORTFOLIO MANAGEMENT:
  • Support AEs and Sr. AEs in executing strategic account plans.
  • Prepare materials and analysis for business reviews, renewals, and growth discussions.
  • Monitor account health indicators and flag risks or expansion opportunities.
  • Maintain disciplined pipeline tracking, CRM hygiene, and forecast preparation.
  • Coordinate follow-ups, proposals, and documentation related to client requests.
• REVENUE ENABLEMENT & OPPORTUNITY DEVELOPMENT:
  • Identify cross-sell and upsell signals within assigned accounts.
  • Conduct preliminary discovery conversations, building toward full consultative selling skills.
  • Support pricing requests, renewal documentation, and opportunity progression.
  • Partner with Solutions Consultants and internal teams to prepare for client engagements.
  • Gradually assume responsibility for smaller accounts or transactional renewals.
• CLIENT RELATIONSHIP DEVELOPMENT:
  • Maintain regular communication with designated client contacts.
  • Support execution of Quarterly Business Reviews and performance reporting.
  • Develop consultative selling skills by shadowing senior AE and Sales Director client conversations.
  • Build credibility as a trusted, responsive point of contact.
• CROSS-FUNCTIONAL COORDINATION:
  • Partner with Product, Marketing, Enterprise Analytics, Operations, and Customer Care to resolve issues and advance opportunities.
  • Ensure internal alignment on deliverables, timelines, and client expectations.
  • Support onboarding, adoption, and renewal processes through disciplined coordination.
• PROFESSIONAL DEVELOPMENT:
  • Participate in structured development plans defined by the Director, Field Sales, benchmarked against the DRIVE competency model.
  • Demonstrate increasing ownership of account strategy and revenue initiatives over time.
  • Achieve competency benchmarks required for promotion to Field AE or Sales Director.
  • Engage actively in deal reviews, role plays, and formal training.

Qualifications

• 1+ years of experience in B2B sales, account management, customer success, or a related commercial role.
• Demonstrated interest in pursuing a quota-carrying sales career.
• Early signs of CRM discipline and organizational rigor; comfort in a metrics-driven environment.
• Clear money motivation — excited by commission upside and earning trajectory.
• Coachable and self-aware; takes feedback without defensiveness and acts on it quickly.
• Strong written and verbal communication skills.
• Ability to manage multiple priorities in a fast-paced field environment.

Skills

The role is structured around Cars Commerce's DRIVE framework:

• D — Disciplined: Demonstrates CRM rigor and organizational discipline.
• R — Results-Proven: Shows early evidence of commercial instinct.
• I — Interconnected Solution Seller: Curious about how Cars Commerce products connect to dealer challenges.
• V — Voraciously Hungry: Brings genuine grit and intellectual curiosity.
• E — Earning-Motivated: Clear ambition to build a high-earning sales career.

Advancement Path

Account Manager → AE, Field → Sr AE, Field. Promotion is based on demonstrated performance against the DRIVE framework, not tenure.

Pay

Total Target Compensation Range: $73,000.00 - $105,900.00 (base salary + variable)

Benefits

• Medical, Dental & Vision Healthcare Plans
• New Hire Stipend for Home Office Set-Up
• Generous PTO
• Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day