Director of Sales

The Director of Sales is responsible for leading and coaching a 90-person team focused on direct new acquisition sales.  This team carries the sale from initial engagement through contract & close, primarily from an outbound sales effort. The Director will be responsible for setting the strategic direction of the group and developing tactics to ensure efficient and effective implementation. The successful candidate will have experience working in a fast-paced sales environment with relatively short sales cycles and high-growth expectations. This is an excellent opportunity for a motivated individual that wants to take a high-performing sales team and develop it into a mature, sophisticated sales operation.


  • Manage a team of 90 inside sales and SDR reps reporting up through 8 managers
  • Work cross-functionally with other departments to communicate the needs of our customers and product requirements
  • Manage through metrics: both for reporting business results and directing coaching and training efforts
  • Drive the creation of the strategic annual sales plan
  • Implement optimal organization, process, and tactics to maximize close rates and revenue from each salesperson’s book of business
  • Effectively communicates, formally and informally, up and down the organization
  • Effectively and efficiently handles all aspects of sales management administration (forecasting, territory reviews, etc.)
  • Comfort with rolling out and reinforcing both sales process and sales methodology across the team
  • Administer a repeatable daily/weekly/monthly management and selling cadence
  • Exceptional in understanding how to motivate an inside sales team and achieve a consistent level of intensity and focus, each day
  • Focus on the ongoing career development of direct reports to help get them ready for larger challenges and future responsibilities
  • Successfully hiring, on-boarding, and coaching new team members 


  • BA/BS and/or Graduate degree; MBA preferred
  • 7+ years of managing a complex inside sales organization (50+ people, 4+ managers, $20m+ in revenue)
  • Track record of success and achievement in Sales and other pursuits
  • Experience selling software-as-a-service or other internet/technology subscriptions a strong plus
  • Effective user of technology tools, including CRM, to improve sales performance
  • Ambitious sales leader committed to the success of his/her team

Meet Some of CarGurus's Employees

Kyle L.

VP Of Dealer/OEM Solutions

Kyle manages display ad revenue, sales and billing operations, dealer features, and inventory systems. In every aspect of his job, the core is collecting data to guide CarGurus in the right direction.

Mike C.

Director of Dealer Relations

As Director of Dealer Relations, Mike helms the team that grows CarGurus’ customer base, while driving revenue growth, mitigating churn and revenue compression, and ensuring customer satisfaction.

Back to top