Director, Field Sales

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 Challengeand 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. As a U.S. News & World Report Best Company to Work For in 2024, we're obsessive about the employee experience. We are among the top 20% being declared “Best” of our industry based on six critical factors that are important to employee wellbeing, like quality of pay, benefits, work life balance and more.

The Director, Field Sales is a strategic leader responsible for overall revenue, customer retention, and market growth across a defined multi-territory region. In this role, you will lead a specialized team of several seasoned, consultative sellers operating across geographically distributed dealer territories.
As the connective tissue between front-line field execution and the strategic direction set by the Field VP, you are responsible for building a culture of "winning" through creative thinking and operational rigor. This is a player-coach leadership role for a proactive self-starter who uses data-driven insights to manage a regional pipeline while providing deep, individual coaching to a high-caliber team.

What You’ll Do
Team Leadership & Talent Development

• Hire & Retain: Partner with HR to recruit, onboard, and retain a winning team of 5 Account Executives; identify and develop future leaders within the organization.

• Strategic Coaching: Conduct regular field rides and deal reviews. Drive successful "skip-level" conversations that result in specific, actionable coaching for your managers and their accounts.

• Culture of Excellence: Foster a high-performance environment grounded in accountability, curiosity, and a "dealer-first" mindset.

Revenue Ownership & Data-Driven Leadership

• Growth & Retention: Own regional revenue targets and customer retention across the full Cars Commerce portfolio (Marketplace, Dealer Inspire, Accu-Trade, and Media).

• Salesforce Mastery: Serve as the regional authority on Salesforce hygiene. You don't just track activity; you analyze trend data to identify "at-risk" accounts and white-space opportunities before they impact the bottom line.

• Forecasting Accuracy: Maintain rigorous pipeline discipline in Salesforce, rolling up a reliable weekly and monthly forecast to the Field VP based on data, not just intuition.

• Strategy Implementation: Help set the strategic direction for the region by leveraging CRM data to ensure the flawless execution of Cars Commerce sales plans.

Strategic Territory & Account Oversight

• Executive Sponsorship: Engage directly with key regional dealer groups as an executive sponsor, using data-backed insights to reinforce platform value at the C-suite level.

• Market Intelligence: Surface field-level competitive dynamics and dealer sentiment to inform the product roadmap and national go-to-market decisions.

What We’re Looking For
Required Experience

• Tenured Leadership: 10+ years of B2B sales experience (online/ecommerce/SaaS prefer