CarGurus

About CarGurus

The customer CarGurus sells to is the car dealer: independent and franchise stores and dealer groups pay a subscription for listing packages and a digital marketing suite on its shopper marketplace, and its sellers now also push PriceVantage and StockVantage, tools for pricing, stocking and merchandising a dealer's inventory. The Boston sales floor works as a ladder: business development representatives cold-call dealers and qualify inbound leads as the entry seat of a BDR program that feeds later sales roles, account executives own a book of dealer clients and grow it through cross-sell, upsell, new logos and renegotiated subscription rates, and entry-level account managers share that book to onboard stores, review their results and head off churn. In the field, regional sales directors carry a territory such as the Pacific Northwest (from a home office) or Tampa, consulting dealer principals and internet managers on their online marketing with frequent in-territory travel and prior automotive experience required, and the Tampa posting doubles as a standing pool for future openings; a senior sales specialist hunts inventory tool deals while the AE keeps the dealer relationship. Off the dealer floor, a senior enterprise AE is launching a data licensing business to hedge funds, insurers, carmakers and consultancies alongside national dealer accounts, and a manager posted in Boston is building a new account management team for Canadian dealers. A Dublin account executive hunts UK dealers by phone and email with occasional UK visits, and Boston also houses the revenue strategy, sales analytics, sales operations (Salesforce and CPQ), commissions and ad operations staff behind the sellers.