Account Executive - Level 3

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 (L3) Account Executive role is responsible for driving growth and developing relationships within a book of dealer clients. You are a sales professional experienced in leading go-to-market campaigns with large clients. You excel at selling innovation and driving change by expanding the customer’s vision, and you can effectively guide deals to accelerate decision cycles. You are passionate about products and about communicating value to Dealers.

You translate this into value-based partnerships, building Car Gurus into the dealership’s long-term selling and inventory acquisition strategy. Always prospecting for new opportunities, you will close new accounts while growing our business in existing accounts.

• Create, preserve, and grow relationships within a designated book of business through prospecting, sales calls, and rapport-building
• Drive value-based growth within your accounts
• Identify and close cross-sell/up-sell opportunities using the Car Gurus suite of products
• Exceed activity, pipeline, and revenue targets
• Increase revenue per client by re-negotiating subscription rates
• Work with an Account Manager to ensure high customer retention within your book of business
• Work with a Product Specialist to introduce your book of business to and sell Car Gurus' newest product offerings
• Accurately forecast monthly sales and retention achievement to management
• Contribute feedback to the larger Car Gurus organization by utilizing strong analytical thinking, presentation, and problem-solving skills

• A minimum of 6 years of work experience, ideally with experience in high-growth, successful companies or organizations, and a deep understanding of business operations and decision-making processes
• Proficiency in sales methodologies and processes; capable of generating opportunities with actionable next steps, building strong champions, and becoming a trusted advisor
• Customer obsession — demonstrated ability to understand business & department priorities, proactively identify use cases, and consistently establish next steps through the sales process
• Strategies for successful execution in data and analytics that have shaped an informed perspective and consistently delivered genuine value to your customers
• Creative salesperson with a well-defined prospecting motion
• Proven years of experience exceeding sales quotas
• Experience in Value Selling Methodologies

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 roles.
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