Dealer Relations Account Executive

About the role

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 This is an inside sales role based in Boston, MA. The Dealer Relations Account Executive will focus on maintaining and growing CarGurus' existing customer base across Canada. In this role, you'll use performance data to guide dealer conversations, drive renewals and subscription negotiations, uncover upsell and cross-sell opportunities, and proactively reduce churn. You'll own the day-to-day relationship with your accounts and serve as a trusted partner to dealers, helping them get the most out of their investment with CarGurus while resolving issues quickly and effectively.

Responsibilities

• Manage and grow a book of existing dealer accounts across Canada
• Analyze account performance and use data to guide retention, renewal, and growth conversations
• Renew and renegotiate subscription agreements while identifying upsell and cross-sell opportunities
• Proactively identify churn risk and take action to improve customer retention
• Serve as the primary point of contact for dealer accounts, resolving subscription and service-related issues with urgency
• Build strong relationships with dealer partners by listening well, responding thoughtfully, and delivering a high level of customer service
• Manage your time and territory effectively, prioritize the right opportunities, forecast pipeline accurately, and consistently deliver against monthly goals
• Surface dealer feedback and communicate trends, issues, and opportunities to cross-functional partners across the organization
• Bring strong judgment, problem-solving, and communication skills to every customer interaction

Requirements

• 2-5 years of sales experience in a closing role
• Bachelor's degree or equivalent professional experience
• Experience in retention, renewals, and upsell/cross-sell motions
• Experience reducing churn or managing at-risk accounts is a strong plus
• Strong negotiation skills and the ability to build trust and rapport with clients
• A strong customer service mindset and dealer-first approach
• Experience forecasting and managing a sales pipeline
• Strong organizational, analytical, and problem-solving skills
• Comfort working in a fast-paced, evolving business environment
• High internal drive, accountability, and autonomy
• 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.
• Individual pay within this range is determined by work location and other factors such as job-related skills, experience, and relevant education or training.
• This annual base salary forms part of a comprehensive Total Rewards Package. In addition to benefits, this role may qualify for discretionary bonuses/incentives and Restricted Stock Units (RSUs).
• Position Pay Range
• $100,000 - $125,000 USD
• Working at CarGurus
• CarGurus may require in-person interviews as part of our hiring process, particularly for positions based in our Boston and Dublin offices. Candidates selected for an in-person interview will be notified in advance. Please be aware that travel expenses are the responsi

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