Account Executive, Field / St. Louis MO

📋 Description

• • Be essential at Cars Commerce, a company that simplifies everything about car buying and selling.
• • 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.
• • Field Sales Account Executive
• • Territory: St. Louis, MO • Candidates must reside in territory
• • We are looking for a driven, disciplined Account Executive who embodies our DRIVE values: Disciplined, Results-Proven, an Interconnected Solution Seller, Voraciously Hungry, and Earning-Motivated.
• • 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.
• • About the Role
• • Act as the primary point of contact for Cars Commerce customers, focusing on ongoing customer success, retention, and growth.
• • Sell products and services to existing customers.
• • Maintain relationships through regular in-person visits within an assigned geographic territory.
• • Respond to client inquiries and recommend appropriate products and services.
• • Execute sales strategy, identify and close upsell opportunities.
• • Prepare reports and deliver insights that communicate measurable value to customers.
• • 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 at every stage.
• • Travel (primarily driving but occasional flights) at least 75% of the time within the assigned territory for face-to-face customer engagement.
• • Partner across selling and servicing roles at Cars Commerce to ensure customers receive maximum value from the Cars Commerce Platform.
• • What We’re Looking For: The DRIVE Profile
• • Every successful Cars Commerce AE embodies all five dimensions of DRIVE:
• • 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 what’s required.
• • 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 — Sandler, Challenger, SPIN, or Consultative Selling.
• • Motivated and comfortable working remotely from a home office as well as from the road and field.
• • Ability to conduct in-depth sales presentations including product demonstrations that highlight key benefits, ROI, and the value of our solutions.
• • Proven persuasion and negotiation skills, with the tenacity to re-engage stalled deals and push through friction.
• • Experience in the automotive space or digital marketplace strongly preferred.
• • Excellent communication, presentation, and customer relationship-building skills.
• • Strong business acumen — knows their pipeline coverage ratio, conversion rates by stage, and forecast accuracy.
• • Requirements
• • 5+ years of progressive B2B sales experience with a media, digital advertising, marketing SaaS, or automotive solutions background.
• • Proven, multi-year quota attainment record — candidates must be prepared to share specific quota figures, attainment percentages, and team/regional rankings.
• • Demonstrated Salesforce proficiency with strong CRM hygiene habits; daily updates and pipeline reviews are the norm, not the exception.
• • Demonstrated track record of consistent quota attainment and a continuous, competitive drive to win.
• • Experience selling advertising or complex SaaS/software solutions to business leaders in SMB or mid-market segments.
• • Bachelor’s degree or equivalent experience.
• • Financially motivated with a preference for uncapped, accelerated commission structures over high-base/low-variable plans.