Cars Commerce

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

• Own and grow a book of dealer accounts, selling across the full Cars Commerce suite: Cars.com marketplace, Dealer Inspire digital retailing and websites, Accu-Trade, and digital media solutions • Lead discovery conversations at the dealer principal, GM, and marketing director level to understand each dealer’s operational and growth challenges • Build tailored, multi-solution proposals that tie Cars Commerce products to measurable dealer outcomes (leads, inventory turn, digital retailing performance, trade acquisition efficiency) • Manage complex, multi-stakeholder sales cycles from initial engagement through close and expansion • Develop and execute account plans across your territory to maximize penetration and revenue per rooftop • Identify whitespace — dealers not yet leveraging the full platform — and create pathways to deeper adoption • Partner with Customer Success and Dealer Success Managers to ensure seamless onboarding and expansion post-sale • Stay current on automotive retail trends, OEM programs, inventory market conditions, and competitive landscape to advise dealers as a credible industry consultant • Serve as a trusted advisor to dealer groups and multi-rooftop accounts, building long-term relationships that insulate against competitive pressure • Maintain rigorous pipeline, forecasting, and activity data in Salesforce — daily updates, accurate stage management, and 3–5x pipeline coverage • Operate within a structured sales methodology (Sandler, Challenger, SPIN, MEDDIC, or equivalent) and be able to articulate how you apply it • Provide field-level market intelligence to product, marketing, and leadership teams • Travel regularly within your territory; this is a road-warrior role with frequent in-person dealer visits expected

• 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

Role Description The OEM Compliance Manager will work closely with the VP of Sales, coordinating daily to streamline operations and ensure alignment across initiatives. This role also involves collaborating with external OEM Program Managers, including partners such as Shift Digital, to support and facilitate key OEM program activities. The primary responsibility of this position is to coordinate and oversee tasks related to OEM program execution and compliance. This includes: - Updating and maintaining dealer websites to implement new assets and meet program requirements. - Conducting analytical reporting to identify opportunities for optimization. - Developing a comprehensive understanding of OEM programs, policies, and procedures. - Gathering and analyzing program-related information and developing clear, well-structured documentation to support program objectives and organizational alignment. - Develop and maintain a thorough understanding of OEM programs, policies, and procedures. - Provide guidance and support to internal teams, including Sales, Customer Support, and Website Delivery. - Implement updates and enhancements to dealer websites and documentation to ensure compliance with OEM program requirements. - Participate in conference calls with OEM partners and agencies to stay current on program updates, insights, and requirements. - Prioritize and manage tasks effectively to meet the needs of multiple OEM programs. - Collaborate with cross-functional teams to streamline communication and ensure alignment with program objectives. - Identify opportunities for improvement and recommend practical, actionable solutions. - Support the development and delivery of training materials and documentation across the organization. - Conduct regular audits and assessments to monitor compliance and identify gaps or areas for improvement. - Maintain accurate, well-organized records of program activities and documentation. - Contribute to the development of long-term strategies to enhance the effectiveness and efficiency of OEM program management. Qualifications - Minimum of 5 years of experience in customer service, or a related field. - Communication: Demonstrates the ability to convey ideas clearly and effectively, both verbally and in writing. - Teamwork: Collaborates effectively with colleagues to achieve shared goals. - Adaptability: Learns quickly and adjusts to changing priorities and work environments. - Problem-Solving: Analyzes situations and develops practical, effective solutions. - Attention to Detail: Ensures accuracy and thoroughness in all tasks to minimize errors. - Time Management: Prioritizes and completes tasks efficiently within established deadlines. - Customer Service: Demonstrates a commitment to delivering excellent service and addressing customer needs. - Computer Proficiency: Maintains proficiency with essential software, tools, and systems. - Dependability: Consistently demonstrates reliability and punctuality in fulfilling responsibilities. - Initiative: Proactively identifies opportunities and takes action to contribute to team and organizational success. - Multitasking: Manages multiple tasks simultaneously while maintaining a high standard of quality. - Work Ethic: Exhibits a strong commitment to achieving results and meeting expectations. Requirements - Bilingualism: French & English proficiency in both oral and written. - Knowledge: OEM Program & Brand Requirements. Benefits - Medical, Dental & Vision Healthcare Plans. - New Hire Stipend for Home Office Set-Up. - Generous PTO. - Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day. In the spirit of pay transparency, we are excited to share the base salary range for this position: $83,600.00 - $102,400.00. In addition to base salary, some roles are eligible for our bonus and/or equity programs, depending on level and role. Regular full-time positions are eligible for our comprehensive benefits package.

• 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 • Identify cross-sell and upsell signals within assigned accounts • Conduct preliminary discovery conversations as appropriate, building toward full consultative selling skills • Develop consultative selling skills by shadowing senior AE and Sales Director client conversations • Partner with Product, Marketing, Enterprise Analytics, Operations, and Customer Care to resolve issues and advance opportunities • Participate in structured development plans defined by the Director, Field Sales benchmarked against the DRIVE competency model

Role Description Act as point of contact for existing customers, focusing on ongoing customer success, retention, and growth. - Sell products and/or services to existing customers via telephone and Internet (e.g., chat, email, video conferencing, etc.). - Responsible for maintaining relationships with accounts by working with customers within assigned territory, defined by geographic area, industry, or product/service segment. - Respond to client inquiries and offer guidance on appropriate products and services. - Execute sales strategy, pull reports and key information. - Provide insight to customers, identify and close upsell opportunities. - Demonstrate expertise of retention and sales techniques and company product/service offerings. Qualifications - Excellent planning and solutions selling experience. - Ability to conduct in-depth sales presentations over the phone or other interactive technology channels, including product demonstrations that highlight key benefits, return on investment and the value of our solution and services. - Proven persuasion and negotiation skills. - Experience in the automotive space or digital marketplace is ideal. - Excellent communication, presentation and customer relationship building skills. Requirements - Proven ability to identify and close sales opportunities virtually over the phone and web meetings. - 1-3 years of relevant sales experience. - Bachelor’s degree or equivalent experience. - Demonstrated consistent quota attainment track record with a continuous desire to win. - Overall experience selling advertising or complex SaaS/software solutions to business leaders. Benefits - Medical, Dental & Vision Healthcare Plans. - New Hire Stipend for Home Office Set-Up. - Generous PTO. - Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day.

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

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

• Own and grow a book of dealer accounts, selling across the full Cars Commerce suite: Cars.com marketplace, Dealer Inspire digital retailing and websites, Accu-Trade, and digital media solutions • Lead discovery conversations at the dealer principal, GM, and marketing director level to understand each dealer’s operational and growth challenges • Build tailored, multi-solution proposals that tie Cars Commerce products to measurable dealer outcomes (leads, inventory turn, digital retailing performance, trade acquisition efficiency) • Manage complex, multi-stakeholder sales cycles from initial engagement through close and expansion • Develop and execute account plans across your territory to maximize penetration and revenue per rooftop • Identify whitespace — dealers not yet leveraging the full platform — and create pathways to deeper adoption • Partner with Customer Success and Dealer Success Managers to ensure seamless onboarding and expansion post-sale • Stay current on automotive retail trends, OEM programs, inventory market conditions, and competitive landscape to advise dealers as a credible industry consultant • Serve as a trusted advisor to dealer groups and multi-rooftop accounts, building long-term relationships that insulate against competitive pressure • Maintain rigorous pipeline, forecasting, and activity data in Salesforce — daily updates, accurate stage management, and 3–5x pipeline coverage • Travel regularly within your territory; this is a road-warrior role with frequent in-person dealer visits expected

• Own and grow a book of dealer accounts, selling across the full Cars Commerce suite: Cars.com marketplace, Dealer Inspire digital retailing and websites, Accu-Trade, and digital media solutions • Lead discovery conversations at the dealer principal, GM, and marketing director level to understand each dealer’s operational and growth challenges • Build tailored, multi-solution proposals that tie Cars Commerce products to measurable dealer outcomes (leads, inventory turn, digital retailing performance, trade acquisition efficiency) • Manage complex, multi-stakeholder sales cycles from initial engagement through close and expansion • Develop and execute account plans across your territory to maximize penetration and revenue per rooftop • Identify whitespace — dealers not yet leveraging the full platform — and create pathways to deeper adoption • Partner with Customer Success and Dealer Success Managers to ensure seamless onboarding and expansion post-sale • Stay current on automotive retail trends, OEM programs, inventory market conditions, and competitive landscape to advise dealers as a credible industry consultant • Serve as a trusted advisor to dealer groups and multi-rooftop accounts, building long-term relationships that insulate against competitive pressure • Maintain rigorous pipeline, forecasting, and activity data in Salesforce — daily updates, accurate stage management, and 3–5x pipeline coverage • Operate within a structured sales methodology (Sandler, Challenger, SPIN, MEDDIC, or equivalent) and be able to articulate how you apply it • Provide field-level market intelligence to product, marketing, and leadership teams • Travel regularly within your territory; this is a road-warrior role with frequent in-person dealer visits expected