Account Manager - Florida

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 - Florida 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 a