Director, Field Sales - MidSouth

About Cars Commerce Cars Commerce simplifies everything about buying and selling cars, offering a broad portfolio of marketplace, dealership websites, trade, and media solutions. It is committed to collaboration, growth, and an inclusive culture.About the Role The Group Director is a senior field sales leader responsible for driving revenue growth and commercial excellence across a multi‑territory region. It leads a team of approximately 15 Senior Account Executives and serves as the connective tissue between front‑line execution and strategic direction.Responsibilities Team Leadership and Talent Development Lead, coach, and develop a team of ~15 Senior Account Executives across a defined multi‑state regionConduct regular field rides, deal reviews, and one‑on‑one sessions to assess performance and accelerate skill developmentPartner with HR and Talent Acquisition to recruit, onboard, and retain top‑tier field sales talentBuild 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 to be replicated at every levelRevenue Ownership and Forecasting Own regional revenue targets across the Cars Commerce portfolio (Cars.com, Dealer Inspire, Accu‑Trade, and digital media solutions)Maintain rigorous 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 through structured coaching and performance managementIdentify revenue risk early and implement proactive mitigation strategies across the rosterStrategic Territory and Account Oversight Oversee territory design and account assignments to maximize market coverage and revenue potential across the 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 sponsorIdentify regional whitespace and growth opportunities and build go‑to‑market plans to capture themCross‑Functional Partnership Primary field liaison between the region and internal stakeholders (Customer Success, Dealer Success, Product, Marketing)Partner with the Field VP and peer Group Directors to align on commercial strategy and drive consistency across the national organizationSurface field‑level market intelligence, competitive dynamics, and dealer sentiment to inform product roadmap and go‑to‑market decisionsOperational Excellence Enforce CRM hygiene, pipeline management standards, and forecasting accuracy across the teamDrive adoption of sales tools, processes, and playbooks; champion consistency in positioning and selling the Cars Commerce platformCoach sellers to an agreed sales methodology and run deal reviews to identify stageTravel regularly across the region for field visits, team accompaniment, dealer meetings, and strategic account callsRequired Experience 10+ years of B2B sales experienceAt 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 ability to coach teams on pipeline dataAutomotive retail industry experience (dealerships, dealer groups, OEM channels, or automotive technology/media) strongly preferredPreferred Experience SaaS, 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 & Competencies Executive presence with the ability to engage credibly at the dealer principal, GM, and C‑suite levelStrong coaching instincts; elevates sellers with insightful questions rather than answersAnalytical and operationally rigorous; comfortable managing a large pipeline and translating data into actionable coachingUnapologetically money‑motivated and able to inspire the same drive in othersAbility to hold the team accountable while maintaining culture and moraleHigh travel tolerance; regular regional travel expectedProficiency with Salesforce and virtual presentation/collaboration platformsCompensation Total Target Compensation Range: $228,600.00 – $285,750.00 (base salary + variable). Compensation determined based on skills and experience.Benefits Medical, Dental & Vision healthcare plansNew hire stipend for Home Office Set‑UpGenerous PTO, Paid Holidays, Floating Holiday, Volunteer Day, Recharge DayEqual Opportunity For US‑based positions: Applicants must be authorized to work in the United States. This role is not eligible for visa sponsorship.We are an equal‑opportunity employer and value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.#J-18808-Ljbffr