Strategic Account Executive - Automotive SaaS

Strategic Account Executive

Summary:

As a Strategic Account Executive, you will be responsible for driving new revenue growth across CarNow's largest and most influential automotive dealer groups. This is a high-impact, relationship-driven sales role designed for an experienced executive with established connections to dealer group owners, C-suite executives, and senior decision makers. You will use those relationships to open doors, secure group-level approvals, and win new rooftops, expanding into the open rooftops of groups we already serve and opening new dealer groups to achieve a monthly new MRR quota. Success in this role depends on building trust at the corporate level and turning group relationships into store-level growth. This is not a traditional territory sales role. It is a strategic growth position for a proven automotive industry leader who can leverage executive relationships, negotiate at the group level, and consistently convert opportunities into new rooftops and recurring revenue.

Responsibilities:

• Develop and execute a strategic sales plan to achieve a monthly new MRR quota by winning new rooftops within multi-rooftop dealer groups.
• Leverage your established relationships with dealer group ownership and executive leadership to secure group-level approvals and introductions to their stores.
• Open new dealer group relationships, land initial rooftops, and expand across the group.
• Grow into the open rooftops of dealer groups CarNow already serves.
• Navigate complex buying processes by mapping decision-makers at the corporate, regional, and store levels and understanding what each needs to say yes.
• Conduct executive presentations and product demonstrations that communicate the value of CarNow's Retail Platform at both the group and store level.
• Partner with Strategic Account Managers, field sales, and implementation teams to ensure smooth rollouts and a clean handoff after close.
• Stay informed about dealer group consolidation, acquisitions, competitor activities, and market conditions to adjust sales strategies accordingly.
• Provide timely and accurate sales forecasts, including commit and best-case deals, and maintain a healthy pipeline against quota.
• Utilize a CRM to manage pipelines, group contacts, and opportunities, and record all activity.

Requirements:

• 5+ years of proven track record of exceeding sales targets within the Automotive industry, including selling to multi-rooftop dealer groups.
• Established relationships with decision-makers at multiple dealer groups, such as owners, executives, and digital or marketing leaders, with the ability to get an audience and share the CarNow suite of products. Candidates should be prepared to share the groups and contacts they can bring.
• Proven success closing group-level or multi-rooftop deals with long sales cycles and multiple stakeholders.
• High School Diploma or equivalent required.
• Strong understanding of automotive retail platforms like CarNow's Retail Platform.
• Exceptional communication and presentation skills, including presenting to executive leadership, with the ability to articulate complex concepts in a clear and compelling manner.
• Self-motivated, results-oriented, and able to work independently.
• Willingness to travel frequently, up to 60%, to meet with dealer group leadership and stores wherever they are based.

CarNow is an equal opportunity employer. We consider applicants without regard to race, color, religion, national origin, age, gender, marital status, disability, veteran status, sexual orientation, gender identity, or any other protected status by law.