Vice President, Dealer Sales [PIPELINE]

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!

This role will be working at CarOffer (Part of the CarGurus family) in Plano TX.  

Role Overview

We are seeking an experienced Vice President, Dealer Sales who will lead the Dealer 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, Dealer 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 dealership channel.  You will lead a high-performance sales team, establish strong, ongoing relationships with automotive dealerships, and shape the company's 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 dealer sales channel, including defining targets, objectives, and tactics to achieve revenue goals.  This includes both new dealer acquisition as well as retention through a consultative performance management approach. 
• Establish and nurture strong, long-lasting relationships with key dealer partners, decision-makers, and industry stakeholders.
• Maintain a deep understanding of our products and services to effectively communicate their value to dealers and 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 dealer 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 Dealer Sales Team and initiatives.
• Collaborate with finance to manage the sales budget, ensuring cost-effective operations while achieving revenue targets.
• Be the voice of the customer (dealers) in all strategic and planning meetings and contribute to the development and execution of the company's long-term strategic plans.
• Drive company culture as an inspirational and passionate leader, furthering a commitment to results-excellence, innovation, positivity, diversity and inclusion, and 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
• Demonstrated ability to establish and maintain relationships with automotive dealership executives
• Track record of achieving operational excellence through data-driven, analytic decision-making and continuous improvement initiatives to address under-performance
• Strategic thought leadership grounded in market knowledge and customer needs
• Ability to partner with cross-functional executive and corporate leaders to identify opportunities to scale the business through mutually beneficial outcomes