Small Dealer Team Account Executive

Who we are

At CarGurus (NASDAQ: CARG), our mission is to give people the power to reach their destination. We started as a small team of developers determined to bring trust and transparency to car shopping. Since then, our history of innovation and go-to-market acceleration has driven industry-leading growth. In fact, we're the largest and fastest-growing automotive marketplace, and we've been profitable for over 15 years.

What we do

The market is evolving, and we are too, moving the entire automotive journey online and guiding our customers through every step. That includes everything from the sale of an old car to the financing, purchase, and delivery of a new one. Today, tens of millions of consumers visit CarGurus.com each month, and ~30,000 dealerships use our products. But they're not the only ones who love CarGurus—our employees do, too. We have a people-first culture that fosters kindness, collaboration, and innovation, and empowers our Gurus with tools to fuel their career growth. Disrupting a trillion-dollar industry requires fresh and diverse perspectives. Come join us for the ride!

Role overview

The Small Dealer Team Account Executive grows CarGurus' existing customer base in the US market by building strong relationships within a book of dealer clients. Your focus will be selling new & expansion business to dealers with 15 or fewer car inventories. Within your book of dealer clients, you will promote customer retention and protect customer revenue through consultation and relationship management. As the primary contact for dealers and dealer groups, you will also be responsible for providing effective communicative, consultative performance analysis, and technical support to ensure dealers are getting a positive value from their CarGurus subscription

What you'll do

• Create, preserve, and grow relationships within a designated book of business through prospecting, sales calls, and rapport-building
• Identify and close cross-sell/up-sell opportunities using the CarGurus suite of products
• Grow your book of business through new acquisition opportunities in partnership with Business Development
• Increase revenue per client by re-negotiating subscription rates
• Serve as the day-to-day contact for end users at paying dealers within your book of dealer clients
• Provide a consultative experience to ensure dealers understand CarGurus value proposition
• Educate dealers on how to maximize the value of the CarGurus platform by leveraging tools, reports, and best practices
• Introduce and sell CarGurus' newest product offerings to your book of business
• Accurately forecast monthly sales and retention achievement to management
• Contribute feedback to the larger CarGurus organization by utilizing strong analytical thinking, presentation, and problem-solving skills

What you'll bring

• 1+ years of proven inside sales experience and closing ability
• Strong account management skills
• Good organizational skills
• Strong internal motivation
• An entrepreneurial mindset that values moving quickly, integrity, and collaboration
• Sandler Sales Training is a plus
• SaaS or Auto Industry Experience is a Plus

Working at CarGurus

We reward our Gurus' curiosity and passion with best-in-class benefits and compensation, including equity for all employees, both when they start and as they continue to grow with us. Our career development and corporate giving programs, as well as our employee resource groups (ERGs) and communities, help people build connections while making an impact in personally meaningful ways. A flexible hybrid model and robust time off policies encourage work-life balance and individual well-being. Thoughtful perks like daily free lunch, a new car discount, meditation and fitness apps, commuting cost coverage, and more help our people create space for what matters most in their personal and professional lives.

We welcome all

CarGurus strives to be a place to which people can bring the ultimate expression of themselves and their potential—starting with our hiring process. We do not discriminate based on race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. We foster an inclusive environment that values people for their skills, experiences, and unique perspectives. That's why we hope you'll apply even if you don't check every box listed in the job description. We also encourage you to tell your recruiter if you require accommodations to participate in our hiring process due to a disability so we can provide the appropriate support. We want to know what only youcan bring to CarGurus.