Be Essential At Cars CommerceAt 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.About The RoleThe Group Director is a senior field sales leader responsible for driving revenue growth and commercial excellence across a multi-territory region. In this role, you will lead a team of approximately 15 Senior Account Executives — seasoned, consultative sellers operating across geographically distributed dealer territories — and serve as the connective tissue between front-line field execution and the strategic direction set by the Field VP.Senior Account Executives, Account Executives, Account Managers, and Client Partners (media and website sales specialists) all report up through this role. The Group Director is accountable not just for the output of the team, but for the standard of talent, culture, and execution that defines it.This is a player-coach leadership role for someone who thrives in a high-complexity, high-accountability environment. You know how to develop elite sellers, manage a large and dynamic pipeline, and build the kind of team culture that wins consistently. You bring deep automotive or vertical SaaS experience, strong executive presence, and the operational rigor to run a scaled field organization without losing sight of the individual dealer relationships that drive growth.What You'll DoTeam Leadership and Talent DevelopmentLead, coach, and develop a team of ~15 Senior Account Executives across a defined multi-state regionConduct regular field rides, deal reviews, and one-on-ones to assess performance, reinforce consultative selling behaviors, and accelerate skill developmentPartner with HR and Talent Acquisition to recruit, onboard, and retain top-tier field sales talent — screening for the full DRIVE profile at every hireBuild a high-performance team culture grounded in accountability, intellectual curiosity, financial hunger, and dealer-first thinkingIdentify and develop future leaders within the team; model the behaviors you want replicated at every level below youRevenue Ownership and ForecastingOwn regional revenue targets across the full Cars Commerce portfolio: Cars.com marketplace, Dealer Inspire, Accu-Trade, and digital media solutionsMaintain rigorous regional pipeline and forecasting discipline in Salesforce; roll up a reliable, evidence-based forecast to the Field VP on a weekly and monthly cadenceDrive consistent attainment across the entire team — not just top performers — through structured coaching and performance managementIdentify revenue risk early and implement proactive mitigation strategies across your Senior Account Executives rosterStrategic Territory and Account OversightOversee territory design and account assignments to maximize market coverage and revenue potential across your regionGuide Senior Account Executives in developing and executing strategic account plans for large dealer groups and multi-rooftop accountsEngage directly with key regional dealer groups and high-value accounts as an executive sponsor, reinforcing Cars Commerce's platform value at the most senior levelsIdentify regional whitespace and growth opportunities and build go-to-market plans to capture themCross-Functional PartnershipServe as the primary field liaison between your region and internal stakeholders — including Customer Success, Dealer Success, Product, and Marketing — to ensure seamless dealer experiences and feedback loopsPartner with the Field VP and peer Group Directors to share best practices, align on commercial strategy, and drive consistency across the national field organizationSurface field-level market intelligence, competitive dynamics, and dealer sentiment to inform product roadmap and go-to-market decisionsOperational ExcellenceEnforce CRM hygiene, pipeline management standards, and forecasting accuracy across the team — the standard starts with youDrive adoption of sales tools, processes, and playbooks; champion consistency in how the Cars Commerce platform is positioned and soldOperate within and coach to a named sales methodology; be able to run a deal review and identify where a seller is in the processTravel regularly across your region for field visits, team accompaniments, dealer meetings, and strategic account callsRequired Experience10+ years of B2B sales experienceMust have at least 5+ years in a field sales leadership role managing quota-carrying individual contributorsDemonstrated success leading teams that sell complex, multi-product or platform solutions in a consultative sales motionTrack record of meeting or exceeding team revenue targets in a high-activity, field-based environmentExperience managing geographically dispersed teams across multiple territoriesStrong CRM discipline and the ability to read, coach from, and hold teams accountable to pipeline dataAutomotive retail industry experience (dealerships, dealer groups, OEM channels, or automotive technology/media) strongly preferredPreferred ExperienceSaaS, digital media, or marketing technology sales leadership, particularly in verticals with SMB-to-enterprise dealer or franchisee dynamicsExperience overseeing sales to multi-rooftop dealer groups or large regional/national franchise accountsFamiliarity coaching sellers on automotive retail metrics and dealer P&L dynamics (VDP views, leads, inventory turn, digital retailing, trade funnels)Prior experience operating within a layered field sales organization (IC Manager Director VP structure)Skills And CompetenciesExecutive presence with the ability to engage credibly at the dealer principal, GM, and C-suite level — and to model that presence for your teamStrong coaching instincts; elevates sellers by asking great questions, not just providing answersAnalytical and operationally rigorous; comfortable managing a large pipeline and translating data into actionable coaching and strategyUnapologetically money-motivated — energized by the earning potential of this role and able to recruit and inspire the same drive in othersAbility to hold the team accountable without sacrificing culture or moraleHigh travel tolerance; this is a field-intensive leadership role with regular regional travel expectedProficiency with Salesforce and virtual presentation/collaboration platformsWhy This Role, Why Now, Why Cars?Cars Commerce has the broadest product portfolio in its history — marketplace, websites, trade, and media — and is restructuring its commercial organization to sell that portfolio as an integrated platform with real dealer ROI at its center. The Group Director is the engine that makes that transformation real at scale. If you are a proven field sales leader energized by building great teams, driving meaningful revenue, and operating at the intersection of strategy and execution, this is your moment.CompensationTotal Target Compensation Range: $228,600.00–285,750.00BenefitsMedical, Dental & Vision Healthcare PlansNew Hire Stipend for Home Office Set-UpGenerous PTOPaid Holidays, Floating Holiday, Volunteer Day, Recharge DayEligibilityFor US-based Positions: Applicants must be authorized to work in the United States. Please note that we are unable to sponsor employment visas at this time.We are an equal opportunity employer and value 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.Applicants: Click here to review our Privacy Policy for Applicants. 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