Director, Enterprise Monetization

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.

As the Director of Enterprise Monetization, you will lead the development and execution of strategies that drive growth, customer value, and competitive differentiation for the Cars.com marketplace and the full product suite around it (websites, appraisal, media, etc.). You will own the end-to-end pricing architecture and packaging design for our suite of dealer and consumer products, collaborating closely with product, sales, finance, marketing, and executive leadership. This role requires a strategic thinker with deep expertise in B2B and B2C pricing models, outstanding analytical capabilities, and strong business acumen.

Key Responsibilities:

• Strategy & Vision:
  • Architect and own the enterprise-wide monetization strategy for Cars Commerce, defining the pricing philosophy, revenue model evolution, and long-term value capture framework across the full product portfolio — marketplace, dealer websites, appraisal, media, and emerging products
  • Develop and execute the roadmap for migrating our existing customer base to higher-value packages and bundles.
  • Build a team fit to realize the vision over the next 3-5 years — establishing the infrastructure and talent depth to support a $1B+ revenue trajectory
  • Identify growth opportunities through innovative monetization models including tiered offerings, usage-based pricing, performance-based models, and bundling.
  • Analyze market trends, competitor strategies, customer feedback, and internal data to shape long-term pricing evolution.
• Execution & Optimization:
  • Lead the end-to-end design and market introduction of pricing and packaging initiatives across new and existing products, partnering with Product, Sales, and Marketing to ensure commercial readiness, sales enablement, and measurable revenue impact at launch
  • Build dynamic pricing frameworks and partner on experimentation programs (e.g., A/B testing) to evaluate and optimize pricing performance.
  • Establish scalable pricing operations, governance, tools, and approval processes.
  • Automate deal desk with guardrails around discounting, bundling, exceptions, etc.

• Analytics & Insights:
  • Drive rigorous pricing analytics including elasticity modeling, revenue forecasting, and customer segmentation.
  • Monitor and report on pricing performance metrics, customer uptake, and competitive positioning.
  • Lead pricing impact analysis for new product launches, pricing changes, and promotional strategies.
  • Establish the data foundation for the monetization function — partnering with Data Engineering and Enterprise Analytics to ensure clean, scalable data pipelines that power real-time pricing dashboards, sales reporting, and long-range revenue planning
• Collaboration & Leadership:
  • Act as a cross-functional force multiplier — embedding monetization thinking into product roadmap decisions, sales compensation design, marketing positioning, and customer success strategy to ensure revenue growth is a shared organizational capability, not a siloed function
  • Lead a cross-functional team of pricing professionals, analysts, and strategists.
  • Work closely with finance to ensure pricing strategies align with margin targets and financial objectives.

ABOUT YOU:  

• 15+ years of experience in pricing, packaging, or monetization strategy, ideally within marketplaces, SaaS, automotive, or digital platforms.
• 8+ years of senior leadership experience managing pricing teams and cross-functional initiatives.
• Strong understanding of B2B and B2C pricing models, including value-based, subscription, and performance-based pricing.
• Demonstrated success in launching and scaling pricing programs with measurable business impact.
• Expertise in SQL, Tableau, or advanced modeling tools.
• Proven ability to collaborate and influence across sales, product, finance, and marketing teams.
• MBA or advanced degree in business, economics, or a related field preferred.

#LI-DNI

 

 

In the spirit of pay transparency, we are excited to share the base salary range for this position. 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. If you are hired at Cars Commerce, your final base salary compensation will be determined based on factors such as skills and/or experience. If the salary range is close to what you're seeking, then we encourage you to apply and learn more about the total compensation package for this position.

Salary Range

$175,800.00-219,750.00

Our Comprehensive Benefits Package includes:

• Medical, Dental & Vision Healthcare Plans

• New Hire Stipend for Home Office Set-Up

• Generous PTO

• Paid Holidays, Floating Holiday, Volunteer Day, Recharge Day

Learn more about our Benefits, Perks, & Culture on our LinkedIn Life Pages!

For US-based Positions: Applicants must be authorized to work in the United States. Please note that we are unable to sponsor employment visas at this time.

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