: Director Of Sales, Dealer Relations

Car shopping is complicated. At CarGurus, we use data and technology to make it simple, giving people the tools they need to confidently find, buy, finance, or sell a car. The best part? Our work makes a real impact. Were the most-visited car-shopping site in the US and we are growing fast in our international markets. Ready to come along for the ride?

The Director of Sales, Dealer Relations is responsible for leading and coaching a 60+ person team focused on driving revenue from an existing base of customers. This team manages roughly 15,000 accounts and is responsible for growing monthly recurring revenue from a number of channels including renewal and upsell. The Director will be responsible for setting the strategic direction of the group and developing tactics to ensure efficient and effective implementation. The successful candidate will have experience working in a fast-paced sales environment with relatively short sales cycles and high-growth expectations. The Director of Sales, Dealer Relations will need to be an expert in process management to ensure that the team has an optimal go-to-market approach across a suite of products and different revenue channels. This is an excellent opportunity for a motivated individual that wants to take a strong team of salespeople with a ripe book of business, transform processes and drive significant revenue expansion for the overall business.

What You'll Do:

  • Own and execute against all expansion and churn targets
  • Forecast accurately and ensure constant pipeline generation
  • Lead a team of 60+ sales-focused account managers through 5-7 managers
  • Develop, track and monitor KPIs to ensure were maximizing results
  • Collaborate with counterparts on the Acquisition sales team to encourage maximum customer penetration and optimal customer experience
  • Implement optimal organization, process, and tactics to maximize close rates and revenue from each salespersons book of business
  • Effectively communicate, formally and informally, up and down the organization
  • Efficiently balance all aspects of sales management administration (forecasting, territory reviews, etc.)
  • Coordinate a repeatable daily/weekly/monthly management and selling cadence
  • Focus on the ongoing career development of direct reports to help get them ready for larger challenges and future responsibilities
  • Work cross-functionally with other departments to communicate the needs of our customers and product requirements
  • Drive the creation of the strategic annual sales plan
  • Successfully hire, on-board, and coach new team members

Who You Are:

  • BA/BS and/or Graduate degree
  • 5+ years of sales management experience in complex environments
  • Track record of success and achievement in Sales and other pursuits
  • Highly analytical with the ability to balance expansion and churn targets
  • High level of EQ with the ability to generate buy-in from a large sales team
  • A blend of hunter/farmer with the ability to both find new business and ensure that it sticks
  • Experience selling software-as-a-service or other internet/technology subscriptions a strong plus
  • Exceptional in understanding how to motivate an inside sales team and achieve a consistent level of intensity and focus, every single day
  • Effective user of technology tools, including CRM, to improve sales performance
  • Comfortable with rolling out and reinforcing both sales process and sales methodology across the team
  • Flexible with change, testing new ideas, and driving decisions with data
  • Ambitious sales leader committed to the success of his/her team
  • A strong collaborator who will be called upon to work closely with marketing, pricing, product, engineering and sales operations

CarGurus Culture: 

At CarGurus, we invest in our peoples professional growth with everything from learning and development programs to tuition reimbursement. Want to work on projects that expand your skill set without sacrificing your work/life balance? You got it. We also strive to provide perks and benefits that employees actually care about like free lunch, commuter subsidies, and more. That includes equity in the companyour way of showing that we want you here for the long haul.

We work hard every day to build the worlds most trusted and transparent automotive marketplace, but trust and transparency dont just apply to our consumers. They extend to our talent, too. We aim to create a workplace where everyone feels they can bring the ultimate expression of themselves and their potentialwhere you dont just fit, you thrive. We dont discriminate based on race, colour, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.

In addition to the US, CarGurus operates sites in Canada and the UK. We have offices in Cambridge, MA; Detroit, MI; Dublin, Ireland; San Francisco, CA and London, UK. Check out our careers page to learn more.


Employee Testimonials


"At CarGurus, it’s important that our work around Diversity, Equity, and Inclusion truly creates belonging. Our goal is to ensure that everyone feels that they belong, that they can thrive and that their background, race, gender and intersectional identities are represented at all leadership levels across the company. We’re also striving to create more equity in our practices, and policies, and to foster a culture where inclusiveness is a reflex. This work is a journey, but we’re persistent and we look forward to growing and learning together along the way."


"We believe that learning happens every day and everywhere. It’s the success and foundation of our pioneering mindset, and each Guru plays a role in the fostering of our culture of learning. We challenge and support each other in staying curious, finding opportunities for growth, and learning through moments of discomfort so that we can become and show up as the best versions of ourselves."


"At CarGurus we're committed to empowering the professional growth of employees from all backgrounds by supporting them with the tools and opportunities to grow their careers at our company and beyond. This is ongoing work that encompasses all staff members, to support positive change within our organization and the industry as a whole."


"The PistonHeads team is small, which makes it easy for us to engage with new things. Our teams aren’t just good at collaborating, they’re naturally integrated, so new and experienced employees alike can quickly find themselves learning about parts of the business they haven’t worked in before. This is especially possible in editorial, where our work is intertwined with what other teams are doing."


"CarGurus has enabled and empowered me to invest in my growth. The people and passion here have inspired me to take on new challenges and not just develop my sales skills, but also explore leadership."


"As an engineer, one of the things that I love most about working at CarGurus is the opportunity to innovate while solving complex problems. I feel empowered with the trust my manager and team show in me. I have the creative freedom to pursue projects that might be outside of our traditional scope. At CarGurus, we believe in experimenting and learning from our failures. The receptivity to new ideas makes me feel inspired and valued, something I haven’t experienced at other tech giants I’ve worked with."