Note: The job is a remote job and is open to candidates in USA. Cars Commerce is a company dedicated to simplifying car buying and selling through innovative technology. The Group Director will lead a team of Senior Account Executives to drive revenue growth and ensure commercial excellence across a multi-territory region, while fostering a high-performance team culture.
Responsibilities
- Lead, coach, and develop a team of ~15 Senior Account Executives across a defined multi-state region
- Conduct regular field rides, deal reviews, and one-on-ones to assess performance, reinforce consultative selling behaviors, and accelerate skill development
- Partner with HR and Talent Acquisition to recruit, onboard, and retain top-tier field sales talent — screening for the full DRIVE profile at every hire
- Build a high-performance team culture grounded in accountability, intellectual curiosity, financial hunger, and dealer-first thinking
- Identify and develop future leaders within the team; model the behaviors you want replicated at every level below you
- Own regional revenue targets across the full Cars Commerce portfolio: Cars.com marketplace, Dealer Inspire, Accu-Trade, and digital media solutions
- Maintain rigorous regional pipeline and forecasting discipline in Salesforce; roll up a reliable, evidence-based forecast to the Field VP on a weekly and monthly cadence
- Drive consistent attainment across the entire team — not just top performers — through structured coaching and performance management
- Identify revenue risk early and implement proactive mitigation strategies across your Senior Account Executives roster
- Oversee territory design and account assignments to maximize market coverage and revenue potential across your region
- Guide Senior Account Executives in developing and executing strategic account plans for large dealer groups and multi-rooftop accounts
- Engage directly with key regional dealer groups and high-value accounts as an executive sponsor, reinforcing Cars Commerce's platform value at the most senior levels
- Identify regional whitespace and growth opportunities and build go-to-market plans to capture them
- Serve 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 loops
- Partner with the Field VP and peer Group Directors to share best practices, align on commercial strategy, and drive consistency across the national field organization
- Surface field-level market intelligence, competitive dynamics, and dealer sentiment to inform product roadmap and go-to-market decisions
- Enforce CRM hygiene, pipeline management standards, and forecasting accuracy across the team — the standard starts with you
- Drive adoption of sales tools, processes, and playbooks; champion consistency in how the Cars Commerce platform is positioned and sold
- Operate within and coach to a named sales methodology; be able to run a deal review and identify where a seller is in the process
- Travel regularly across your region for field visits, team accompaniments, dealer meetings, and strategic account calls
Skills
- 10+ years of B2B sales experience
- Must have at least 5+ years in a field sales leadership role managing quota-carrying individual contributors
- Demonstrated success leading teams that sell complex, multi-product or platform solutions in a consultative sales motion
- Track record of meeting or exceeding team revenue targets in a high-activity, field-based environment
- Experience managing geographically dispersed teams across multiple territories
- Strong CRM discipline and the ability to read, coach from, and hold teams accountable to pipeline data
- Automotive retail industry experience (dealerships, dealer groups, OEM channels, or automotive technology/media) strongly preferred
- SaaS, digital media, or marketing technology sales leadership, particularly in verticals with SMB-to-enterprise dealer or franchisee dynamics
- Experience overseeing sales to multi-rooftop dealer groups or large regional/national franchise accounts
- Familiarity 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)
Benefits
- Medical, Dental & Vision Healthcare Plans
- New Hire Stipend for Home Office Set-Up
- Generous PTO
- Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day
Company Overview