Account Manager

Be essential at Cars Commerce

At 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.

Account Manager

Reports to: Director, Field Sales - Texas

Position Overview

The Account Manager at Cars Commerce is a high-potential, developmental role designed to prepare future Sales Account Executives. This individual supports Field Account Executives and Sr. Account Executives in managing and growing an assigned portfolio of accounts while building the commercial, strategic, and client leadership skills required to assume full revenue ownership.

This role reports to the Director, Field Sales who allocates focus and prioritization across supported AEs and Sr. AEs, and who owns the structured development path toward an AE promotion.

We hire Account Managers who already show the raw materials of a great seller — discipline, hunger, curiosity, and a clear drive to build a high-earning sales career. This role is the on-ramp. Advancement is earned through demonstrated growth against the DRIVE competency framework.

The DRIVE Framework: What We're Developing

The Account Manager role is structured around Cars Commerce's DRIVE framework — the same competency model used to evaluate Field AEs and Sr. AEs. At this level, we are not yet expecting mastery. We are looking for the raw materials, and building the skills:

Our DRIVE Competency Model

D — Disciplined: Demonstrates CRM rigor and organizational discipline from day one — tracks tasks, updates records, and manages multiple priorities without being chased

R — Results-Proven: Shows early evidence of commercial instinct — identifies opportunities, follows up with purpose, and takes ownership of outcomes rather than just activity

I — Interconnected Solution Seller: Curious about how Cars Commerce products connect to dealer challenges; actively learns the platform and builds toward solution-level conversations

V — Voraciously Hungry: Brings genuine grit and intellectual curiosity; asks smart questions, learns from senior sellers, and pushes themselves outside their comfort zone

E — Earning-Motivated: Clear ambition to build a high-earning sales career — motivated by growth, financial upside, and the progression path this role provides

Role Purpose

Provide leverage to Field AEs and Sr. AEs by owning defined components of account management

Improve portfolio coverage, responsiveness, and operational rigor across assigned accounts

Build a strong internal bench of future Account Executives grounded in the DRIVE framework

Create structured succession for revenue-producing roles

Key Responsibilities

ACCOUNT SUPPORT & PORTFOLIO MANAGEMENT

Support AEs and Sr. AEs in executing strategic account plans

Prepare materials and analysis for business reviews, renewals, and growth discussions

Monitor account health indicators and flag risks or expansion opportunities

Maintain disciplined pipeline tracking, CRM hygiene, and forecast preparation — daily updates, accurate records, no exceptions

Coordinate follow-ups, proposals, and documentation related to client requests

REVENUE ENABLEMENT & OPPORTUNITY DEVELOPMENT

Identify cross-sell and upsell signals within assigned accounts

Conduct preliminary discovery conversations as appropriate, building toward full consultative selling skills

Support pricing requests, renewal documentation, and opportunity progression

Partner with Solutions Consultants and internal teams to prepare for client engagements

Gradually assume responsibility for smaller accounts or transactional renewals

CLIENT RELATIONSHIP DEVELOPMENT

Maintain regular communication with designated client contacts

Support execution of Quarterly Business Reviews and performance reporting

Develop consultative selling skills by shadowing senior AE and Sales Director client conversations

Build credibility as a trusted, responsive point of contact who takes personal ownership of outcomes

CROSS-FUNCTIONAL COORDINATION

Partner with Product, Marketing, Enterprise Analytics, Operations, and Customer Care to resolve issues and advance opportunities

Ensure internal alignment on deliverables, timelines, and client expectations

Support onboarding, adoption, and renewal processes through disciplined coordination

PROFESSIONAL DEVELOPMENT

Participate in structured development plans defined by the Director, Field Sales benchmarked against the DRIVE competency model

Demonstrate increasing ownership of account strategy and revenue initiatives over time

Achieve competency benchmarks required for promotion to Field AE or Sales Director

Engage actively in deal reviews, role plays, and formal training — bring specific stories, real numbers, and honest self-assessment

What We're Looking For

We are not looking for someone who has fully arrived — we are looking for someone with the raw material to get there. The right candidate will show early evidence of the DRIVE profile and a clear, unembarrassed ambition to build a high-earning sales career.

1+ years of experience in B2B sales, account management, customer success, or a related commercial role

Demonstrated interest in pursuing a quota-carrying sales career — this is not a stepping stone to marketing or operations

Early signs of CRM discipline and organizational rigor; comfort in a metrics-driven environment

Clear money motivation — genuinely excited by commission upside and the earning trajectory of a Sales Director role

Coachable and self-aware; takes feedback without defensiveness and acts on it quickly

Strong written and verbal communication skills

Ability to manage multiple priorities in a fast-paced field environment

Advancement Path: Account Manager → AE, Field → Sr AE, Field

Promotion to Sr Account Manager, AE, Inside, or pathing to AE, Field is based on demonstrated performance against the DRIVE framework — not tenure. Account Managers who show consistent quota instinct, CRM discipline, and commercial hunger will be advanced. Those who do not meet the standard will not.

In this spirit of pay transparency, we are excited to share the compensation for this role. The range is expressed as total target compensation (base salary + variable). If you are hired at Cars Commerce, your total target compensation will be determined based on factors such as skills and/or experience. If the range is close to what you're seeking, then we encourage you to apply and learn more about the total compensation package and benefits for this position.

Total Target Compensation Range

$73,000.00-89,450.00

Our Comprehensive Benefits Package includes:

Medical, Dental & Vision Healthcare Plans

New Hire Stipend for Home Office Set-Up

Generous PTO

Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day

Learn more about our Benefits, Perks, & Culture on our LinkedIn Life Pages !

For 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. For current employees, please click here to review our California Privacy Policy for Employees.