Escalation Account Executive, Level 1



Sales & Business Development
Cambridge, MA, USA
Posted on Saturday, August 12, 2023

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 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 Franchise 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. 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 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 Field and Inside Franchise account 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

  • Strong sales skills, with a concentration on long-term “sticky” business and ROI-based value propositions.
  • Self motivated, results driven, and unwavering competitive spirit.
  • Experience working within the sales department of a Franchise car dealership.
  • Able to identify upsell and cross-sell opportunities, both short-term and long-term.
  • Strong understanding of automotive marketing solutions and related value propositions.
  • Excellent communication and interpersonal skills. Analytical mindset and ability to persuade customers to make data-driven decisions.
  • Detail oriented with strong organizational and time management skills.
  • Proficiency in using Salesforce or similar CRM. 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 customer’s 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 want to know what only you can bring to CarGurus.