Business Development Executive - Franchise (Remote)

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.

Cars Commerce is a leading digital automotive marketplace and solutions provider, connecting car shoppers with local dealerships across the country. We empower dealers and OEM franchise groups with tools, data, and technology to drive sales and customer loyalty. As we continue to expand our franchise partnerships, we are looking for a Business Development Franchise Executive (Inside Sales) to join our growth team.

About the Role

The Business Development Franchise Executive will play a critical role in growing Cars Commerce’s presence within franchise automotive groups and dealerships. This inside sales position is focused on identifying, engaging, and signing new dealer partners while driving adoption of Cars Commerce’s suite of digital solutions. You’ll be the first point of contact for many franchise prospects — representing the Cars.com brand, building trust, and helping dealers see how our platform fuels inventory turn and profitability.

Key Responsibilities

• Prospect & Outreach – Research and engage franchise automotive groups and dealership decision-makers through outbound calls, email, and digital channels.

• Consultative Selling – Understand each dealer’s unique challenges and demonstrate how Cars Commerce solutions (marketplace, digital retailing, Dealer Inspire, AccuTrade, etc.) drive measurable ROI.

• Pipeline Management – Build, qualify, and maintain a strong pipeline of franchise dealer opportunities within assigned territories using Salesforce.

• Presentations & Demos – Deliver impactful product demonstrations and sales presentations tailored to franchise dealer executives.

• Negotiation & Closing – Guide prospects through the decision-making process, negotiate contracts, and close new business.

• Cross-Team Collaboration – Work closely with Cars Commerce field sales, account management, and marketing to align on franchise growth strategies.

• Market Intelligence – Stay current on auto retail trends, franchise group consolidations, and competitive solutions to position Cars.com effectively.

• Performance Metrics – Consistently meet or exceed sales goals, call activity targets, and revenue contribution expectations.

Qualifications & Skills

• 3+ years of experience in inside sales or business development, with a strong preference for experience in the automotive industry or franchise development.

• Knowledge of dealership operations, franchise group structures, and digital retailing trends in automotive.

• Strong phone presence with proven ability to manage high-volume outbound activity.

• Excellent presentation, communication, and relationship-building skills with dealer princip