Posted on 
Jun 6, 2024

Escalation Account Executive, Level 1

Cambridge
Entry-level, Junior, or Associate
Sales/Biz Dev
CarGurus
CarGurus
CarGurus
Public
1001-5000
Consumer Products & Tech

Headquartered in Cambridge, Massachusetts, CarGurus is the all-in-one platform that’s moving the entire car shopping journey online and guiding customers through each step. This includes everything from selling an old car to financing, purchasing, and delivering a new one. Today, tens of millions of consumers visit CarGurus.com each month, and more than 30,000 dealerships use our products. We have a people-first culture that fosters kindness, collaboration, and innovation, while empowering our Gurus with tools and resources to fuel their career growth. Our goal is to give all people—consumers, dealers, and our employees—the power to reach their destination. 

Job Description

Role overview

As a member of the Escalation Sales Team, the Escalation Account Executive will be responsible for negotiating with and re-signing former customers, gathering and analyzing feedback, and collaborating with other members of the account teams to build strategic sales plans for each cancelled account from the segments with the lowest MRR value accounts. High level objectives are to drive down revenue churn, protect revenue growth per account, and contribute to the overall success of the company's operating plan. This is an individual contributor role with a strong emphasis on sales.

What you'll do

  • Engage with former low-MRR customers to understand their needs, address missed expectations, identify opportunities for re-winning business.
  • Lead negotiations to maximize re-won monthly recurring revenue. Utilize consultative selling techniques to communicate the value of services and align them with customer needs.
  • Accurately forecast monthly re-won revenue and mitigated churn for both Metro and Inside Franchise segments.
  • Resolve customer issues or objections in a timely manner, collaborating with internal teams.
  • Meet or exceed sales targets by managing a revolving portfolio of accounts and executing a strategic sales plan.
  • Maintain accurate records of customer interactions, sales activities, and opportunities.
  • Stay informed about industry trends, market conditions, and competitor activities.

What you'll bring

  • Excellent organization skills as they pertain to managing different stages of sales process across numerous accounts.
  • Strong sales skills, with a concentration on retention and ROI-based value propositions.
  • Able to identify upsell and cross-sell opportunities, both short-term and long-term.
  • Expert understanding of CarGurus solutions and related value propositions.
  • Excellent communication and interpersonal skills.
  • Analytical mindset and ability to make data-driven sales decisions.
  • Detail oriented with strong organizational and time management skills.
  • Proficiency in using Salesforce and other tools currently within the CarGurus sales stack.
  • Self motivated, results driven, and unwavering competitive spirit.
  • Adaptability and resilience in a dynamic sales environment.
  • Collaborative mindset and ability to work effectively in a cross-functional team.
  • Strong sense of accountability and integrity.
  • Understanding of how their negotiation strategy and interactions will impact the relationship with CarGurus and potential future revenue.

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

As a member of the Escalation Sales Team, the Escalation Account Executive will be responsible for negotiating with and re-signing former customers, gathering and analyzing feedback, and collaborating with other members of the account teams to build strategic sales plans for each cancelled account from the segments with the lowest MRR value accounts. High level objectives are to drive down revenue churn, protect revenue growth per account, and contribute to the overall success of the company's operating plan. This is an individual contributor role with a strong emphasis on sales.

What you'll do

  • Engage with former low-MRR customers to understand their needs, address missed expectations, identify opportunities for re-winning business.
  • Lead negotiations to maximize re-won monthly recurring revenue. Utilize consultative selling techniques to communicate the value of services and align them with customer needs.
  • Accurately forecast monthly re-won revenue and mitigated churn for both Metro and Inside Franchise segments.
  • Resolve customer issues or objections in a timely manner, collaborating with internal teams.
  • Meet or exceed sales targets by managing a revolving portfolio of accounts and executing a strategic sales plan.
  • Maintain accurate records of customer interactions, sales activities, and opportunities.
  • Stay informed about industry trends, market conditions, and competitor activities.

What you'll bring

  • Excellent organization skills as they pertain to managing different stages of sales process across numerous accounts.
  • Strong sales skills, with a concentration on retention and ROI-based value propositions.
  • Able to identify upsell and cross-sell opportunities, both short-term and long-term.
  • Expert understanding of CarGurus solutions and related value propositions.
  • Excellent communication and interpersonal skills.
  • Analytical mindset and ability to make data-driven sales decisions.
  • Detail oriented with strong organizational and time management skills.
  • Proficiency in using Salesforce and other tools currently within the CarGurus sales stack.
  • Self motivated, results driven, and unwavering competitive spirit.
  • Adaptability and resilience in a dynamic sales environment.
  • Collaborative mindset and ability to work effectively in a cross-functional team.
  • Strong sense of accountability and integrity.
  • Understanding of how their negotiation strategy and interactions will impact the relationship with CarGurus and potential future revenue.

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

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