Vice President, Fleet Sales

Who we are

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

CarOffer fully became part of the CarGurus (NASDAQ: CARG) family in 2023, and  is an industry leader in the digital wholesale marketplace. We are automating a dealer’s ability to buy, sell, and trade cars. By bringing these two companies together, we are giving consumers and dealers alike the power to reach their destination through a full suite of digital transaction platforms. With ~14,000 dealerships in the CarOffer network, we make it easy for our dealer customers to automate inventory, connect with the right buyers, and ultimately grow their profitability.

We are seeking an experienced Vice President, Fleet Sales who will lead the creation of a Fleet Sales Team for CarOffer, a CarGurus company, the leading automotive marketplace. Reporting to the Chief Revenue Officer and as a member of the CarOffer Executive Team, the Vice President, Fleet Sales will be a key contributor to the future growth strategy of the company who will foster a uniquely positive culture within a consistently high-performing organization. This inspirational leader will drive revenue growth through our fleet channel. You will create a high-performance sales team, establish strong relationships with automotive fleet owners, including rental companies, and finance companies’ fleets, and shape the company sales strategy to capitalize on opportunities in the automotive industry. This is a unique opportunity to join an innovative, passionate, pioneering, collaborative, and fun group of extremely talented people who are working to disrupt an enormous automotive market ripe for change.

What you'll do

• Develop and execute the sales strategy for the fleet sales channel, including defining targets, objectives, and tactics to achieve revenue goals.
• Establish and nurture strong, long-lasting relationships with key fleet operator partners, decision-makers, and industry stakeholders.
• Maintain a deep understanding of our products and services to effectively communicate their value to fleet operators, prospects and make trade-off decisions between New, Expansion, and Churn strategies to optimize for “Net New”.
• Build, lead, and mentor a results-driven sales team, fostering a culture of accountability, motivation, and continuous improvement.
• Identify and pursue opportunities to expand our presence within the fleet market, including targeting new industries and geographic regions.
• Stay informed about industry trends, market dynamics, and competitor activities, and use this knowledge to inform strategic decisions.
• Implement and improve sales processes, tools, and technologies to enhance efficiency and effectiveness.
• Develop and monitor key performance indicators (KPIs) to measure and report on the success of the Fleet Sales Team and initiatives.
• Collaborate with finance to manage the sales budget, ensuring cost-effective operations while achieving revenue targets.
• Act as the advocate for the customer (automotive fleet operators) in all strategic planning meetings, actively contributing to the formulation and implementation of the company's long-term strategic plans.
• Drive company culture as an inspirational and passionate leader, emphasizing a commitment to excellence in results, innovation, positivity, diversity, inclusion, and maintaining the highest levels of integrity.

What you'll bring 

• Proven experience as a Vice President, Sales, or similar executive leadership role in a fast-paced, growth-oriented company with a strong understanding of the automotive industry and technology trends.
• Exceptional experience building and fostering deep, trus