Manager, Dealer Relations

Who we are

At Car Gurus (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.

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 Car Gurus—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!

The Manager, Dealer Relations is responsible for leading, coaching, and developing a high-performing sales team. The Manager, Dealer Relations will be responsible for contributing to and executing the strategic direction as set forth by the Senior Manager and Director of Sales. The successful candidate will have experience working in a fast-paced sales environment with high-growth expectations concentrating on ever increasing complicated product offerings.

The Sales Manager will own a segment of the business, and will be responsible for delivering against sales targets, while contributing to the successful rollout of new products to existing customers, renewal of existing customers and acquisition of new customer partnerships.

• Directly manage, coach, and develop a sales team regionalized within Canada while providing strategic guidance that aligns with broader organizational objectives.
• Work cross-functionally with other departments to communicate the needs of Car Gurus customers and product requirements.
• Utilize an analytical mindset that allows for deeper inspection of individual, team, and segment level pipeline development and forecasting.
• Bring a growth mind-set to the team while continually driving accountability, trust, and integrity.
• Spearhead the rollout of new products and programs, ensuring that reps are adequately trained and confident for significant client adoption.
• Effectively communicates, formally and informally, up and down the organization.
• Contribute to all aspects of sales management administration (forecasting, region reviews, etc.).
• Comfortable and proficient in the implementation of sales processes and methodologies.
• Continual spot coaching, as well as organized sessions in the interest of up-skilling members of the team on a professional, personal, and financial basis.
• Speaking engagements and face‑to‑face responsibilities as required.
• Effectively execute against Strategic Objectives applicable to your team function.
• Travel into market with team members to provide in‑field coaching and development.

• Previous management and leadership experience required.
• Track record of success and achievement in sales and other pursuits, with the ability to prioritize and drive strategic initiatives.
• Experience selling SaaS or other internet/technology subscriptions a strong plus.
• Effective user of technology tools, including CRM and Looker, to improve sales performance.
• Ambitious sales leader committed to the success of his/her team.
• Exceptional credibility with previous team members and organizations.
• Strong track record of decisiveness and accountability in previous roles.
• Proven approach of providing servant leadership through emotional intelligence and “grit”, with the ability to guide teams through long‑term strategic change.

The displayed range represents the expected annual base salary / On-Target Earnings (OTE) for this position. On-Target Earnings (OTE) is inclusive of base salary and on‑target commission earnings, which applies exclusively to sales…