Head of Revenue Operations, CarOffer



Dallas, TX, USA
Posted on Saturday, April 13, 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 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.

The Head of Revenue Operations will be responsible for managing the processes, administration, technology, and strategy for enabling the sales team to perform at maximum effectiveness. The leader will collaborate closely with Sales, Marketing, Finance, and Customer Success teams to drive revenue growth, streamline processes, and ensure alignment across departments, designing the systems to optimize growth.

The leader will be counted upon to provide experience, expertise, and thought leadership to execute account assignment and management, sales territory management, compensation plans, reporting, and process management to govern daily operations. The Head of Revenue Operations will be an essential leader in driving revenue growth, efficiency, and transformational sales initiatives. The leader will provide strategic counsel and operational guidance to the sales, service, and marketing teams to improve sales effectiveness at CarOffer. The candidate will be a senior sales leader responsible for owning the processes, systems, and activities that e

able the CarOffer Sales team to operate effectively. In addition, this person will bring an analytical capability that enables CarOffer to continually improve performance and drive new revenue growth. The leader will be a key member of the leadership team that takes CarOffer to the next level of business growth and will lead a team of fast-paced and passionate associates.

What you'll do

  • Provide strategic leadership to design and administer all sales processes, policies, and programs to drive sales effectiveness and productivity
  • Design and document the standards and rules of engagement that direct how CarOffer’s sales staff engage with the customer and each other
  • Identify opportunities for revenue growth, efficiency improvement, and process optimization
  • Build territory management, prospect processing, and sales reporting capabilities to optimize sales performance; collaborating with leadership to establish revenue targets and key performance indicators (KPIs)
  • Develop dashboards and reports to provide insights into key revenue metrics and performance indicators.Work with stakeholders to interpret data and implement strategies for improvement.
  • Relentlessly analyze the business and proactively offer insights and recommendations to the sales and executive leadership team
  • Design and implement sales compensation plans that align with company objectives, motivate sales staff, and drive productive behavior
  • Attract, coach, develop, and retain a high-performing team
  • Collaborate with sales leaders to design sales training programs to optimize individual and team performance
  • Evaluate, implement, and manage revenue-related technologies, including CRM systems, marketing automation platforms, and sales enablement tools.
  • Design, evaluate, and implement technology and programs to improve sales productivity
  • Implement best practices and standardized processes to enhance efficiency and effectiveness.Continuously monitor and refine processes to adapt to evolving market dynamics and organizational needs.
  • Work with leaders from Marketing, Product Management, Engineering, Analytics, Finance, and Legal departments to develop optimal sales enablement system.
  • Foster a culture of accountability, collaboration, and continuous learning within the revenue operations function.

What you'll bring

  • Bachelor's degree in business administration, finance, marketing, or a related field (Master's degree preferred)
  • Leadership experience managing Sales Operations function in fast-growing, high-transaction volume, sales organizations in the technology industry including consulting, sales operations, market intelligence, business strategy
  • Experience with revenue-related technologies, such as CRM systems, marketing automation platforms, and sales analytics tools.
  • Exceptional people leader: acquire, develop, and retain top industry talent to perform beyond expectations
  • Strong strategic, analytical ability and intellectual curiosity to drive performance improvement and solve business challenges with a focus on driving revenue growth, efficiency, and scalability
  • Change management leadership and ability to administer process improvements in large-scale operations
  • Cross-functional collaboration and influence ability at the top levels of an organization
  • Ability to thrive in a dynamic, evolving environment and manage multiple priorities effectively

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