Sr. Account Executive - Central & Western Massachusetts

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.

Candidates must reside within the assigned territory (anchored by Worcester, Springfield, Gardner/Fitchburg, and Greater Boston's Metro West) and be able to travel by car for face-to-face visits with existing and prospective customers.

About the Role

Act as the primary point of contact for Cars.com 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 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.com to ensure customers receive maximum value from the Cars.com Platform.

What We're Looking For: The DRIVE Profile

Every successful Cars.com 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

• 5-10+ 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.

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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