Director of Sales & Account Management

Cargurus; Dublin; Hybrid; EUR 120,000 - 190,000; Full time

Job summary

CarGurus in Dublin is seeking a high-performing Director of Sales & Account Management to lead a 50-person sales organisation based in Dublin and serving dealers across the UK. You will drive recurring revenue growth and oversee Sales, Account Management, Customer Success, and Sales Operations.

The role emphasizes scalable processes, leadership development, and data-driven decision-making, with oversight of strategic UK initiatives and cross-functional collaboration.

Qualifications

• Significant experience leading a multi-function, sales organisation.
• Experience leading a comparable-sized team, including managers and cross-functional partners.
• A strong track record of delivering recurring or subscription revenue through new business, account growth and retention.
• Experience building scalable processes, improving forecasting and using data to guide commercial decisions.
• Demonstrated success hiring, coaching and developing high-performing teams.
• Strong commercial judgment, communication and stakeholder-management skills.
• The ability to operate strategically while staying close to execution and detail.
• Experience leading through change and improving ways of working in an evolving environment.
• Experience working across functions and geographies, ideally in the UK

Responsibilities

• Lead and develop the UK Sales organisation across Sales, Account Management, Customer Success and Sales Operations.
• Set and deliver annual, quarterly, and monthly commercial goals with senior leadership.
• Build a reliable operating rhythm for forecasting, pipeline management and reporting.
• Drive data-informed decisions to improve productivity, retention and revenue.
• Coach and develop a high-performing sales team and leverage AI tools to boost productivity.
• Represent CarGurus as a senior executive to UK clients and partners.
• Contribute to UK strategy and work closely with Dublin office leadership.

Skills

Sales leadership

Subscription revenue

Forecasting

Data-driven

Cross-functional

Tools

Salesforce

Job description

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:

CarGurus is seeking a high-performing Director of Sales & Account Management to lead our

50-person sales organisation, based in Dublin and serving car dealers across the UK. This role

will continue our strong growth trajectory, driving the business towards significant eight-figure

revenue and sustained profitability.

This role will oversee Sales, Account Management, Customer Success, and Sales Operations,

with responsibility for growing subscription revenue across new business, existing customer

growth, retention, and operational excellence, in this role you will report to the COO of

CarGurus.

In this role, you will lead the execution of the commercial plan, drive sustainable revenue growth, and establish a more predictable and scalable sales operating rhythm. You will also coach and develop a high-performing sales team, driving future AI and sales productivity platforms for the business while strengthening the capability and performance needed to support the next phase of growth.

You will be a key member of the UK Leadership Team, contributing to the strategy and future

direction of both the CarGurus and PistonHeads brands. You will also act as Head of Office for

Dublin, helping to further create our highly engaged, inclusive and high-performing environment

where people can do their best work.

The ideal candidate is an experienced sales leader and inspiring people manager who can

balance strategic thinking with strong operational execution. They bring a track record of

delivering recurring revenue, developing leaders, improving customer outcomes and building

high-performing teams in an evolving environment.

What You’ll Do:

Lead and develop the UK Sales organisation

• Lead and develop a 50 person organisation across Sales, Account Management,
• Customer Success, and Sales Operations.
• Inspire and develop a high-performing sales organisation by introducing innovative
• processes and methodologies, leveraging cutting-edge AI tools, and strengthening our
• winning culture.
• Set and deliver annual, quarterly, and monthly commercial goals in partnership with the
• GM of International, Finance, and the UK Leadership Team.
• Build a reliable operating rhythm across forecasting, pipeline management, performance
• reviews, customer planning and reporting.
• Use data and customer insight to improve productivity, adoption, retention, expansion
• and overall revenue performance.

Build a scalable customer and revenue engine

• Create strong alignment across Sales, Account Management and Customer Success throughout the customer lifecycle.
• Strengthen processes for account coverage, customer engagement, churn mitigation, opportunity generation, and Salesforce documentation.
• Partner with Sales Operations to improve systems, reporting, data quality, capacity planning and decision-making.
• Make thoughtful decisions about team structure, resource allocation, customer coverage and priorities as the business evolves, leveraging AI transformation toolsets.
• Act as a senior executive to UK clients, building trusted relationships with leading automotive retail businesses.

Hire, coach and develop high-performing teams

• Further develop a strong leadership team and build the capability required to support future growth.
• Hire, coach and retain high-performing talent across the sales organisation.
• Establish clear expectations, development plans and performance standards across each function.
• Provide direct, timely and actionable feedback while recognising strong performance and addressing performance gaps fairly and consistently

Contribute to the UK business and Dublin office

• Contribute actively to UK business strategy as a member of the UK Leadership Team.
• Build effective relationships with senior stakeholders across CarGurus and PistonHeads.
• Act as Head of Office for Dublin, partnering with People Strategy Partner on engagement, communication, culture and local priorities.

What You’ll Bring:

• Significant experience leading a multi-function, sales organisation.
• Experience leading a comparable-sized team, including managers and cross-functional partners.
• A strong track record of delivering recurring or subscription revenue through new business, account growth and retention.
• Experience building scalable processes, improving forecasting and using data to guide commercial decisions.
• Demonstrated success hiring, coaching and developing high-performing teams.
• Strong commercial judgment, communication and stakeholder-management skills.
• The ability to operate strategically while staying close to execution and detail.
• Experience leading through change and improving ways of working in an evolving environment.
• Experience working across functions and geographies, ideally in the UK

This role is based in our Dublin office and follows a hybrid working model, with a minimum of

40% of your time spent in the office. The role also requires occasional travel to customers in the

UK and to CarGurus headquarters in Boston, MA.