Posted on 
Jun 6, 2024

Vice President, Fleet Sales

Dallas
VP+
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

CarOffer fully became part of the CarGurus (NASDAQ: CARG) family in 2023, and  is an industry leader in the digital wholesale marketplace. We are automating a dealer’s ability to buy, sell, and trade cars. By bringing these two companies together, we are giving consumers and dealers alike the power to reach their destination through a full suite of digital transaction platforms. 

We are seeking an experienced Vice President, Fleet Sales who will lead the creation of a Fleet Sales Team for CarOffer, a CarGurus company, the leading automotive marketplace. Reporting to the Chief Revenue Officer and as a member of the CarOffer Executive Team, the Vice President, Fleet Sales will be a key contributor to the future growth strategy of the company who will foster a uniquely positive culture within a consistently high-performing organization. This inspirational leader will drive revenue growth through our fleet channel. You will create a high-performance sales team, establish strong relationships with automotive fleet owners, including rental companies, and finance companies’ fleets, and shape the company sales strategy to capitalize on opportunities in the automotive industry. This is a unique opportunity to join an innovative, passionate, pioneering, collaborative, and fun group of extremely talented people who are working to disrupt an enormous automotive market ripe for change.

What you'll do

  • Develop and execute the sales strategy for the fleet sales channel, including defining targets, objectives, and tactics to achieve revenue goals.
  • Establish and nurture strong, long-lasting relationships with key fleet operator partners, decision-makers, and industry stakeholders.
  • Maintain a deep understanding of our products and services to effectively communicate their value to fleet operators, prospects and make trade-off decisions between New, Expansion, and Churn strategies to optimize for “Net New”.
  • Build, lead, and mentor a results-driven sales team, fostering a culture of accountability, motivation, and continuous improvement.
  • Identify and pursue opportunities to expand our presence within the fleet market, including targeting new industries and geographic regions.
  • Stay informed about industry trends, market dynamics, and competitor activities, and use this knowledge to inform strategic decisions.
  • Implement and improve sales processes, tools, and technologies to enhance efficiency and effectiveness.
  • Develop and monitor key performance indicators (KPIs) to measure and report on the success of the Fleet Sales Team and initiatives.
  • Collaborate with finance to manage the sales budget, ensuring cost-effective operations while achieving revenue targets.
  • Act as the advocate for the customer (automotive fleet operators) in all strategic planning meetings, actively contributing to the formulation and implementation of the company's long-term strategic plans.
  • Drive company culture as an inspirational and passionate leader, emphasizing a commitment to excellence in results, innovation, positivity, diversity, inclusion, and maintaining the highest levels of integrity.

What you'll bring

  • Proven experience as a Vice President, Sales, or similar executive leadership role in a fast-paced, growth-oriented company with a strong understanding of the automotive industry and technology trends.
  • Exceptional experience building and fostering deep, trusted relationships, preferably within the wholesale automotive industry.
  • Demonstrated ability to establish and maintain relationships with fleet operator executives.
  • Track record of achieving operational excellence through data-driven, analytic decision-making and continuous improvement initiatives to address underperformance.
  • Strategic thought leadership grounded in market knowledge and customer needs.
  • Ability to partner with cross-functional executive and corporate leaders to identify opportunities to scale the business through mutually beneficial outcomes.
  • Strong leadership experience building and motivating high-performing teams to over-deliver on expectations and drive business results.
  • A culture leader who creates a uniquely inspiring work experience that fosters engagement, inclusivity, and retention.
  • History of being a transparently accountable leader by setting and iterating KPI targets that propel the business, and tracking/communicating results to key stakeholders regularly to drive critical decision-making.
  • Proven history record of championing diversity, equity, inclusion, and integrity to align with corporate values and foster a pioneering, transparent, and data-driven company culture.
  • Keen understanding of financial and accounting processes to optimize business performance.
  • Exceptional written and oral communication, negotiation, and presentation skills.
  • Results-oriented and able to thrive in a fast-paced and competitive market.

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

CarOffer fully became part of the CarGurus (NASDAQ: CARG) family in 2023, and  is an industry leader in the digital wholesale marketplace. We are automating a dealer’s ability to buy, sell, and trade cars. By bringing these two companies together, we are giving consumers and dealers alike the power to reach their destination through a full suite of digital transaction platforms. 

We are seeking an experienced Vice President, Fleet Sales who will lead the creation of a Fleet Sales Team for CarOffer, a CarGurus company, the leading automotive marketplace. Reporting to the Chief Revenue Officer and as a member of the CarOffer Executive Team, the Vice President, Fleet Sales will be a key contributor to the future growth strategy of the company who will foster a uniquely positive culture within a consistently high-performing organization. This inspirational leader will drive revenue growth through our fleet channel. You will create a high-performance sales team, establish strong relationships with automotive fleet owners, including rental companies, and finance companies’ fleets, and shape the company sales strategy to capitalize on opportunities in the automotive industry. This is a unique opportunity to join an innovative, passionate, pioneering, collaborative, and fun group of extremely talented people who are working to disrupt an enormous automotive market ripe for change.

What you'll do

  • Develop and execute the sales strategy for the fleet sales channel, including defining targets, objectives, and tactics to achieve revenue goals.
  • Establish and nurture strong, long-lasting relationships with key fleet operator partners, decision-makers, and industry stakeholders.
  • Maintain a deep understanding of our products and services to effectively communicate their value to fleet operators, prospects and make trade-off decisions between New, Expansion, and Churn strategies to optimize for “Net New”.
  • Build, lead, and mentor a results-driven sales team, fostering a culture of accountability, motivation, and continuous improvement.
  • Identify and pursue opportunities to expand our presence within the fleet market, including targeting new industries and geographic regions.
  • Stay informed about industry trends, market dynamics, and competitor activities, and use this knowledge to inform strategic decisions.
  • Implement and improve sales processes, tools, and technologies to enhance efficiency and effectiveness.
  • Develop and monitor key performance indicators (KPIs) to measure and report on the success of the Fleet Sales Team and initiatives.
  • Collaborate with finance to manage the sales budget, ensuring cost-effective operations while achieving revenue targets.
  • Act as the advocate for the customer (automotive fleet operators) in all strategic planning meetings, actively contributing to the formulation and implementation of the company's long-term strategic plans.
  • Drive company culture as an inspirational and passionate leader, emphasizing a commitment to excellence in results, innovation, positivity, diversity, inclusion, and maintaining the highest levels of integrity.

What you'll bring 

  • Proven experience as a Vice President, Sales, or similar executive leadership role in a fast-paced, growth-oriented company with a strong understanding of the automotive industry and technology trends.
  • Exceptional experience building and fostering deep, trusted relationships, preferably within the wholesale automotive industry.
  • Demonstrated ability to establish and maintain relationships with fleet operator executives.
  • Track record of achieving operational excellence through data-driven, analytic decision-making and continuous improvement initiatives to address underperformance.
  • Strategic thought leadership grounded in market knowledge and customer needs.
  • Ability to partner with cross-functional executive and corporate leaders to identify opportunities to scale the business through mutually beneficial outcomes.
  • Strong leadership experience building and motivating high-performing teams to over-deliver on expectations and drive business results.
  • A culture leader who creates a uniquely inspiring work experience that fosters engagement, inclusivity, and retention.
  • History of being a transparently accountable leader by setting and iterating KPI targets that propel the business, and tracking/communicating results to key stakeholders regularly to drive critical decision-making.
  • Proven history record of championing diversity, equity, inclusion, and integrity to align with corporate values and foster a pioneering, transparent, and data-driven company culture.
  • Keen understanding of financial and accounting processes to optimize business performance.
  • Exceptional written and oral communication, negotiation, and presentation skills.
  • Results-oriented and able to thrive in a fast-paced and competitive market.

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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