Account Executive - Level 3

Cargurus; Boston (MA); Hybrid; USD 144,000 - 180,000; Full time

Benefits offered by this job

Equity for all employees

Hybrid work model

Daily free lunch

New car discount

Meditation and fitness apps

Commuting cost coverage

Job summary

CarGurus in Boston, MA is seeking an Account Executive to drive growth within a dealer book. You will lead go-to-market campaigns with large clients, expand value-based partnerships, and guide deals to accelerate decisions while communicating product value to dealers.

You will prospect for new opportunities, close new accounts, and grow existing relationships, with a focus on subscription and product offerings in a hybrid work environment.

Qualifications

• Minimum 6 years of work experience, preferably in high-growth, successful companies.
• Proficiency in sales methodologies and processes; able to generate opportunities and build champions.
• Customer-obsessed with ability to identify priorities and drive the sales process.
• Experience in data/analytics-driven strategies that deliver value to customers.
• Creative salesperson with a strong prospecting motion and a track record of exceeding quotas.
• Experience with Value Selling methodologies.

Responsibilities

• Create, preserve, and grow relationships within a designated book of business via prospecting and sales calls.
• Drive value-based growth within accounts and identify cross-sell/up-sell opportunities.
• Close new accounts and expand business in existing ones.
• Accurately forecast monthly sales and retention to management.
• Collaborate with Account Manager and Product Specialist on new offerings.
• Negotiate renewal terms to optimize revenue per client.
• Contribute to the organization through analytical thinking and problem-solving.
• Maintain a strong pipeline to meet or exceed targets.
• Continuously learn about CarGurus products to articulate value to dealerships.

Skills

Sales experience

Value selling

Account management

Prospecting

Negotiation

Strategic selling

Job description

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 (L3) Account Executive role is responsible for driving growth and developing relationships within a book of dealer clients. You are a sales professional experienced in leading go-to-market campaigns with large clients. You excel at selling innovation and driving change by expanding the customer’s vision, and you can effectively guide deals to accelerate decision cycles. You are passionate about products and about communicating value to Dealers. You translate this into value-based partnerships, building CarGurus into the dealership’s long-term selling and inventory acquisition strategy. Always prospecting for new opportunities, you will close new accounts while growing our business in existing accounts.

What you’ll do

• Create, preserve, and grow relationships within a designated book of business through prospecting, sales calls, and rapport-building
• Drive value-based growth within your accounts
• Identify and close cross-sell/up-sell opportunities using the CarGurus suite of products
• Exceed activity, pipeline, and revenue targets
• Increase revenue per client by re-negotiating subscription rates
• Work with an Account Manager to ensure high customer retention within your book of business
• Work with a Product Specialist to introduce your book of business to and sell CarGurus' newest product offerings
• 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

• A minimum of 6 years of work experience, ideally with experience in high-growth, successful companies or organizations, and a deep understanding of business operations and decision-making processes
• Proficiency in sales methodologies and processes; capable of generating opportunities with actionable next steps, building strong champions, and becoming a trusted advisor
• Customer obsession — demonstrated ability to understand business & department priorities, proactively identify use cases, and consistently establish next steps through the sales process
• Strategies for successful execution in data and analytics that have shaped an informed perspective and consistently delivered genuine value to your customers
• Creative salesperson with a well-defined prospecting motion
• Proven years of experience exceeding sales quotas
• Experience in Value Selling Methodologies

The displayed range represents the expected annual base salary / On-Target Earnings (OTE) for this position. On-Target Earnings (OTE) is inclusive of base salary and on-target commission earnings, which applies exclusively to sales roles.
Individual pay within this range is determined by work location and other factors such as job-related skills, experience, and relevant education or training.
This annual base salary forms part of a comprehensive Total Rewards Package. In addition to benefits, this role may qualify for discretionary bonuses/incentives and Restricted Stock Units (RSUs).

Position Pay Range

$144,000 — $180,000 USD

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.
CarGurus may require in-person interviews as part of our hiring process, particularly for positions based in our Boston and Dublin offices. Candidates selected for an in-person interview will be notified in advance. Please be aware that travel expenses are the responsibility of the candidate.

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 you can bring to CarGurus. #LI-Hybrid