Senior Account Executive - Washington, DC
$154,200–$192,750 year
RemoteUnited States
Job Summary
Own and grow a book of dealer accounts in the Washington, DC territory, selling the full Cars Commerce suite including marketplace, digital retailing, and trade tools. Lead discovery conversations with dealer principals and GMs to architect multi-product solutions that tie platform capabilities to measurable dealer outcomes. Execute account plans to identify whitespace and deepen adoption while managing complex, multi-stakeholder sales cycles from engagement through expansion. Maintain rigorous pipeline and forecasting accuracy in Salesforce with daily updates and 3–5x coverage. This consultative role requires 8+ years of B2B field sales experience and operates within a structured methodology like Sandler or MEDDIC. Compensation is a 50/50 base/variable split with uncapped commission potential, and candidates must reside in the territory.
Required Qualifications
- Must reside in Washington, DC territory
- 8+ years of B2B field sales experience
- Documented, multi-year track record of meeting or exceeding quota
- Demonstrated success selling complex, multi-product or platform solutions
- SaaS, digital media, or marketing technology sales background
- Experience in verticals with high SMB-to-enterprise dealer or franchisee dynamics
- Proven ability to run a consultative sales process
- Working command of a named sales methodology
- Demonstrable Salesforce rigor
- Proficiency with CRM tools (Salesforce required)
- Must be authorized to work in the United States
- No visa sponsorship available
Desired Qualifications
- Automotive 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)
- 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
- Comfort operating in a high-activity, travel-intensive field role calling on business owners and senior dealership leadership
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