Vice President, Dealer Sales



Sales & Business Development
Dallas, TX, USA
Posted on Thursday, February 22, 2024

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!

This role will be working at CarOffer (Part of the CarGurus family) in Plano TX.

Role Overview

We are seeking an experienced Vice President, Dealer Sales who will lead the Dealer 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, Dealer 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 dealership channel. You will lead a high-performance sales team, establish strong, ongoing relationships with automotive dealerships, and shape the company's 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 dealer sales channel, including defining targets, objectives, and tactics to achieve revenue goals. This includes both new dealer acquisition as well as retention through a consultative performance management approach.
  • Establish and nurture strong, long-lasting relationships with key dealer partners, decision-makers, and industry stakeholders.
  • Maintain a deep understanding of our products and services to effectively communicate their value to dealers and 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 dealer 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 Dealer Sales Team and initiatives.
  • Collaborate with finance to manage the sales budget, ensuring cost-effective operations while achieving revenue targets.
  • Be the voice of the customer (dealers) in all strategic and planning meetings and contribute to the development and execution of the company's long-term strategic plans.
  • Drive company culture as an inspirational and passionate leader, furthering a commitment to results-excellence, innovation, positivity, diversity and inclusion, and 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
  • Demonstrated ability to establish and maintain relationships with automotive dealership executives
  • Track record of achieving operational excellence through data-driven, analytic decision-making and continuous improvement initiatives to address under-performance
  • 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 of championing diversity, equity, inclusion, and highest integrity to align with corporate values and drive company culture to be pioneering, transparent and data-driven
  • Keen understanding of financial and accounting processes to optimize business performance
  • Excellent 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 want to know what only you can bring to CarGurus. #LI-Hybrid