Escalations Account Executive, Level 1

Posted 2 Days Ago
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Boston, MA
Hybrid
Junior
Consumer Web • eCommerce • Software
We're re-engineering car shopping. Join us for the ride.
The Role
The Escalation Account Executive will negotiate with former customers, analyze feedback, and develop sales strategies to reduce revenue churn and grow revenue per account.
Summary Generated by Built In

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
As a member of the Escalation Sales Team, the Escalation Account Executive, L1 will be responsible for negotiating with and re-signing former customers, gathering and analyzing feedback, and collaborating with other members of the account teams to build strategic sales plans for each cancelled account from the SMB account segments. High level objectives are to drive down revenue churn, protect revenue growth per account, and contribute to the overall success of the company's operating plan. This is an individual contributor role with a strong emphasis on sales.
What you'll do

  • Engage with former customers to understand their needs, address missed expectations, identify opportunities for re-winning business.
  • Lead negotiations to maximize re-won monthly recurring revenue.
  • Utilize consultative selling techniques to communicate the value of services and align them with customer needs.
  • Accurately forecast monthly re-won revenue and mitigated churn.
  • Resolve customer issues or objections in a timely manner, collaborating with internal teams.
  • Meet or exceed sales targets by managing a revolving portfolio of accounts and executing a strategic sales plan.
  • Maintain accurate records of customer interactions, sales activities, and opportunities.
  • Stay informed about industry trends, market conditions, and competitor activities.


What you'll bring

  • Excellent organization skills as they pertain to managing different stages of sales process across numerous accounts.
  • Experience in a sales-focused role, with a concentration on retention and ROI-based value propositions.
  • Able to identify upsell and cross-sell opportunities, both short-term and long-term.
  • Strong understanding of CarGurus solutions and related value propositions.
  • Excellent communication and interpersonal skills.
  • Analytical mindset and ability to make data-driven sales decisions.
  • Detail oriented with strong organizational and time management skills.
  • Proficiency in using Salesforce and other tools currently within the CarGurus sales stack.
  • Self motivated, results driven, and unwavering competitive spirit.
  • Adaptability and resilience in a dynamic sales environment.
  • Collaborative mindset and ability to work effectively in a cross-functional team.
  • Strong sense of accountability and integrity.
  • Understanding of how their negotiation strategy and interactions will impact the relationship with CarGurus and potential future revenue.


Working at CarGurus
We reward our Gurus' curiosity and passion with best-in-class benefits and compensation, including equity for all employees, both when they start and as they continue to grow with us. Our career development and corporate giving programs, as well as our employee resource groups (ERGs) and communities, help people build connections while making an impact in personally meaningful ways. A flexible hybrid model and robust time off policies encourage work-life balance and individual well-being. Thoughtful perks like daily free lunch, a new car discount, meditation and fitness apps, commuting cost coverage, and more help our people create space for what matters most in their personal and professional lives.
We welcome all
CarGurus strives to be a place to which people can bring the ultimate expression of themselves and their potential-starting with our hiring process. We do not discriminate based on race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. We foster an inclusive environment that values people for their skills, experiences, and unique perspectives. That's why we hope you'll apply even if you don't check every box listed in the job description. We also encourage you to tell your recruiter if you require accommodations to participate in our hiring process due to a disability so we can provide the appropriate support. We want to know what only you can bring to CarGurus. #LI-Hybrid

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The Company
HQ: Boston, MA
1,121 Employees
Hybrid Workplace
Year Founded: 2006

What We Do

Headquartered in Boston, Massachusetts, CarGurus is the #1 visited digital auto platform in the U.S. for shopping, buying, and selling new and used vehicles and an award-winning place to work. We give drivers and dealers the confidence to buy or sell cars exactly how they want: online, in-person, or a combination of both. Our culture fosters kindness, collaboration, and innovation, while empowering Gurus with opportunities and resources to fuel their career growth. We aim to give all people—consumers, dealers, and our employees—the power to reach their destination.

Why Work With Us

Being a top destination for buying and selling vehicles requires collaboration, innovation, and fresh perspective. So we empower our Gurus with opportunities and support that help them confidently contribute and continuously grow as their authentic selves. Amazing benefits and perks and development programs underscore our commitment to our people.

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CarGurus Offices

Hybrid Workspace

Employees engage in a combination of remote and on-site work.

Our hybrid working model emphasizes flexibility and open communication. Employees are expected to be on-site at least 40% of the time, and work with their managers to align on the rhythm that works best for their specific role and teams.

Typical time on-site: 40 % of the time
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HQBoston, MA
Dublin, IE
Company Office Image
Raleigh, NC
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