Senior Account Executive - Los Angeles, CA

Power confident decisions at Cars.com Cars.com is the marketplace millions of people trust to buy and sell cars with confidence.

More than 25 years ago, we started as a simple idea, connect buyers and sellers, and today we do a lot more: trusted reviews, transparent pricing, and real-time, proprietary data that cut through the noise of one of life's biggest purchases. Our scaled marketplace, paired with interconnected technology, data, and media, gives dealers and OEMs everything they need to sell more cars.

At Cars.com, we debate openly, decide fast, and deliver what we say we will. We solve real problems for car shoppers and dealers, simplify for speed, and focus on what matters most. We win together or not at all. Here, your work counts, your ideas can help shape what’s next, and you’ll build alongside people who have your back.

We’re in the middle of a real transformation, modernizing the company and investing in AI and data to move faster. You're joining the No. 1 brand people think of first when shopping for a car, at the exact moment it's being rebuilt for what's next. You help decide what that becomes. That kind of influence is rare, and it's exactly why this is a place worth building your career.

Don't just take our word for it, we're proud to be named one of Built In's 2026 Best Places to Work in Chicago and across the U.S.

Ready to help build the most trusted place to buy and sell a car? Join us.

Territory: South Los Angeles, CA / North Orange County Candidates must reside near the 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 Every successful Cars.com Senior AE embodies all five dimensions of DRIVE:

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 suite: Cars.com marketplace, Dealer Inspire digital retailing and websites, AccuTrade, 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 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

Why This Role, Why Now Cars.com 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.

Compensation Structure 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 product portfolio as a sales professional — you’ll sell tools that genuinely move the needle for dealers

Compensation

We share compensation up front so you have the information you need to make a confident decision. This range reflects total on-target earnings. Where you land depends on skills and experience. If this range works for you, we encourage you to apply.

Total Target Compensation Range: $154,200.00-192,750.00 Benefits Confidence, built in. The same confidence we build for car buyers and sellers, we build into how we treat our own: • Medical, dental & vision from day one — no waiting period • 401(k) with company match, immediate vesting • Employee Stock Purchase Plan — buy Cars.com stock at a discount • Unlimited Flex Time Off, 11 paid holidays, 1 volunteer day • Paid parental and caregiver leave • $350 one-time home office stipend + $70/month for virtual-first work • Tuition reimbursement up to $5,250/year • ...and more — see our full Benefits, Perks & Culture here

Legal For US-based positions: Applicants must be authorized to work in the United States. We're unable to sponsor employment visas at this time.

Cars.com is an equal opportunity employer and values 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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