Role overviewThe (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
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.
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