Associate Sales Specialist

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 CarGurus has identified strong market fit for a product that launched last Fall. The CarGurus Pricing Tool is sold into a different part of the dealership and to a different buying persona than our core products. As we scale this product's go-to-market motion, we are seeking an experienced, strategic pipeline development professional to independently drive qualified opportunity generation for our growing team of Sales Specialists. This is not an entry-level position. We are looking for an experienced sales professional who operates with a high degree of autonomy and can develop and execute account-level prospecting strategies, engage senior dealership decision-makers with consultative credibility, and generate a high volume of qualified demos across a complex, multi-stakeholder selling environment. You will own the top-of-funnel pipeline engine for a strategic growth product, working cross-functionally with Field Sales, Inside Sales, Account Management, Product, and Sales leadership to accelerate market penetration. For this role, we're able to hire in any state within the continental United States.

Responsibilities

• Independently develop and execute outbound prospecting strategies to generate a high volume of qualified product demos for Sales Specialists, directly influencing revenue growth for a strategic product line.
• Design and manage targeted account plans, identifying high-value dealer segments based on competitive landscape analysis, product fit signals, and market opportunity data.
• Own the development and iteration of outbound playbooks
• Maintain rigorous pipeline management in Salesforce, ensuring data integrity across all outreach activity, lead qualification, and opportunity progression.
• Serve as a strategic feedback channel to Product, Product Marketing, and Sales Strategy by translating objection patterns, competitive intelligence, and market signals into actionable insights for cross-functional stakeholders.

Requirements

• 3-5+ years in a sales development, inside sales, or full-cycle sales role with a demonstrated record of exceeding quota in high-volume outbound environments
• Experience selling into the automotive industry strongly preferred but not required; direct dealership experience or specialized knowledge of inventory management and pricing workflows is a significant plus
• Proven ability to engage senior decision-makers through cold outreach at volume, with the consultative credibility to navigate complex dealership organizational structures
• Highly autonomous and strategic; capable of independently building account plans, developing messaging, and managing pipeline with minimal oversight
• Strong analytical, organizational, and communication skills with the ability to synthesize market intelligence and present insights to cross-functional leadership
• Numbers-driven, with a competitive mindset and a genuine commitment to outbound pipeline generation as a professional discipline
• Salesforce.com experience required; familiarity with sales engagement and revenue intelligence platforms (e.g., Salesloft, Outreach, Gong) preferred
• 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 Reward

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