Role overviewCarGurus is expanding beyond software into proprietary data licensing. We are building a high-impact team to stand up and scale our Data Solutions business from zero to one.
We are looking for an entrepreneurial, full-cycle
Senior Enterprise Account Executive, Data Licensing to launch CarGurus' data solutions into completely new markets such as including financial services/hedge funds, insurers, OEMs, and top-tier consultancies, while also selling into existing National Dealer accounts.
This is a rare opportunity to own a brand-new revenue stream end-to-end. You will be the sole seller on a lean team, responsible for building the pipeline, scoping complex data deliveries alongside our technical analyst, and closing deals.
What you'll do- Build the 0-to-1 Outbound Engine (75% Focus): Prospect, map, and close new business across non-dealer verticals (Hedge Funds, Insurers, OEMs, Consultancies). This includes a mix of inbound leads and sourcing your own pipeline.
- Partner with National Accounts (25% Focus): Collaborate with our National Account teams to identify, upsell, and close data licensing deals within existing dealership customers.
- Full-Cycle Deal Ownership: Drive the entire sales process from initial target identification, cold outreach, and discovery, through to pricing negotiation, legal contracting, and close.
- Technical Scoping & Solutioning: Translate client requirements (e.g., historical pricing trends, inventory flow data, consumer intent metrics) into technical data feeds. Partner directly with Analytics to scope APIs, SFTP feeds, and sample datasets.
- Market Feedback Loop: Act as the voice of the market to shape product roadmap, pricing structures, and licensing packaging in close partnership with Commercial Strategy and Business Operations.
What you'll bring- 5+ Years of Full-Cycle Sales Experience: Proven track record of closing 6-figure enterprise deals, ideally in data licensing, API monetization, financial data, market intelligence, or complex B2B SaaS.
- Proven 0-to-1 Prospecting Ability: Demonstrated experience sourcing your own pipeline without reliance on BDRs, SEs, or established lead routing.
- Fluency in Data & Technical Scoping: Comfort speaking the language of data (data structures, API delivery, sample evaluation) with technical buyers like quant researchers, data engineers, and strategy leads. Hands-on coding is not required, but technical fluency is essential.
- High Autonomy & Ownership Mindset: Thrives in ambiguous environments where processes are still being built. Self-directed, scrappy, and focused on revenue execution.
- Executive Presence: Exceptional communication and negotiation skills capable of engaging C-level executives, Portfolio Managers, and Practice Leads at major institutions.
- Preferred: Direct experience selling market data, alternative data (AltData), or industry analytics to buy-side investment firms, OEMs, or strategy consultancies. Familiarity with the automotive, mobility, or consumer transactional data ecosystem.
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
$152,000-$190,000 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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