Sales Manager, Existing Accounts
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, 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
This role is responsible for managing one of the UK Account Management teams and achieving an expansion and churn reduction target. Reporting to the Head of Sales, you will be responsible for leading, coaching and developing a team of up to 8 high performing account managers.
What you'll do
- Working cross-functionally with other departments to communicate the needs of our customers and their product requirements
- Strategic thinking: Strong strategic and analytical skills to develop and implement effective strategies for penetrating the existing customer base, identifying growth opportunities and maximising revenue from clients
- Leading through metrics: both for reporting business results and directing coaching and training efforts
- Implementing optimal organisation, process, and tactics to maximise close rates and revenue from each account managers book of business and minimising churn.
- Effectively communicate, formally and informally, up and down the organisation
- Spearhead the rollout of new products and programs, ensuring that reps are adequately trained to ensure support in client adoption.
- Actively participating in high-value sales calls, and mentoring performance in the moment
- Demonstrating an outstanding understanding of how to motivate an inside sales team and achieve a consistent level of intensity and focus
What you'll bring
- You’ll come with 2+ years management experience of B2B account management teams and 3+ years of Sales experience, ideally related to SaaS or subscription-based products
- You’ll have a deep understanding of sales methodology & account management (Sandler Sales Methodology would be strongly preferred)
- You have a track record of success and achievement in Sales and other pursuits
- Your experience selling software-as-a-service or other internet/technology subscriptions is a strong plus
- You’ll be an effective user of technology tools, including CRM, to improve sales performance
- You’re an ambitious sales leader committed to the development and success of his/her team
- Your customer-management ability fosters highly-satisfied dealer and partner relationships
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
This role is responsible for managing one of the UK Account Management teams and achieving an expansion and churn reduction target. Reporting to the Head of Sales, you will be responsible for leading, coaching and developing a team of up to 8 high performing account managers.
What you'll do
- Working cross-functionally with other departments to communicate the needs of our customers and their product requirements
- Strategic thinking: Strong strategic and analytical skills to develop and implement effective strategies for penetrating the existing customer base, identifying growth opportunities and maximising revenue from clients
- Leading through metrics: both for reporting business results and directing coaching and training efforts
- Implementing optimal organisation, process, and tactics to maximise close rates and revenue from each account managers book of business and minimising churn.
- Effectively communicate, formally and informally, up and down the organisation
- Spearhead the rollout of new products and programs, ensuring that reps are adequately trained to ensure support in client adoption.
- Actively participating in high-value sales calls, and mentoring performance in the moment
- Demonstrating an outstanding understanding of how to motivate an inside sales team and achieve a consistent level of intensity and focus
What you'll bring
- You’ll come with 2+ years management experience of B2B account management teams and 3+ years of Sales experience, ideally related to SaaS or subscription-based products
- You’ll have a deep understanding of sales methodology & account management (Sandler Sales Methodology would be strongly preferred)
- You have a track record of success and achievement in Sales and other pursuits
- Your experience selling software-as-a-service or other internet/technology subscriptions is a strong plus
- You’ll be an effective user of technology tools, including CRM, to improve sales performance
- You’re an ambitious sales leader committed to the development and success of his/her team
- Your customer-management ability fosters highly-satisfied dealer and partner relationships
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
