Senior Sales Specialist, West Coast

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
CarGurus has identified a strong market fit for a new product that launched last Fall. This product, the CarGurus Pricing Tool, will be utilized and sold into a different part of the dealership and to a different buying persona than our other core products. Given the more complex nature of the product, a different competitive landscape and the need to partner closely with our product teams as we iterate in a new area, we are looking for a dedicated seller to help launch the product.
This role will entail selling this exciting new product to dealerships across the United States. A Senior Sales Specialist will be strong at presenting CarGurus offerings and benefits as a sales professional (over the phone, web meetings and face-to-face meetings). This person will be partnering closely with and supporting sales reps (Regional Sales Directors and Account Executives) on our Field and Inside Sales teams. The Regional Sales Director (RSD) and Account Executive (AE) will be responsible for sourcing, identifying and creating qualified opportunities for this new product. They will bring in the Sales Specialist to engage with the identified buyer and progress the opportunity through to close. This will be done in partnership & alignment with the account owner. For this role, we're able to hire in any state within Pacific Standard Timezone.
What you'll do

• Candidates should be persuasive, self-starters and will be encouraged to manage their own time, set priorities and meet monthly sales goals.
• The ideal candidate is tenacious, creative, and ambitious, with the ability to challenge traditional solutions through an analytical approach.
• They thrive in a fast-paced environment and are ready to work as a challenger to incumbent solutions that are already established in dealership operations.
• Since you will be joining an innovative team, you must be a great teammate - willing to assist others and share standard methodologies to achieve team success.
• As a liaison between our dealer partners and the company, you must also be comfortable conveying challenges & opportunities to the rest of the CarGurus organization clearly, and with a thoughtful approach.
• Candidates must possess strong analytic and presentation skills as the role will interact frequently with Product, Product Marketing, Strategy and Sales leadership.

What you'll bring

• 5+ years in a sales or sales leadership role with experience in closing deals and leading negotiations
• 3+ years of experience selling into the automotive industry required
• Direct dealership experience preferred
• Numbers-driven, and committed to over-achieving targets consistently
• Strong organizational and communication skills
• Self-motivated and result-driven attitude
• Salesforce.com experience is strongly preferred

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
$160,000 - $200,000 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.
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