Director of Sales, Inventory Management

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

The Director of Sales, Inventory Management, will be instrumental in helping CarGurus establish a strong presence in the substantial and rapidly expanding Inventory Management segment of the automotive industry. This individual will serve as an effective coach, leading a team focused on increasing revenue with existing customers by driving the adoption of our new product, PriceVantage. The Director will define and execute the strategy for this department, encompassing all aspects related to our current and future products within the inventory management sector. We seek a candidate with experience in a high-velocity sales environment, characterized by short sales cycles and ambitious goals for intelligent expansion. This represents an excellent opportunity for a highly driven leader to refine an already successful sales team into a more sophisticated and polished operation.

What you'll do

• Manage a growing team of sales representatives and managers
• Work cross-functionally with other sales teams and departments
• Be vocal 'voice of the dealer' and communicate the needs of our customers and product requirements
• Manage through metrics: both for reporting business results and directing coaching and training efforts
• Work with teams via both direct impact and influence
• Drive the creation of the strategic annual sales plan
• Implement optimal organization, process, and tactics to maximize close rates and revenue from each salespersons and sales teams book of business
• Effectively communicate, formally and informally, up and down the organization
• Effectively and efficiently handle 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 a 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

• 10+ years of experience in sales, with at least 3 years in a leadership role
• Automotive and specifically, Inventory Management, experience would be a preference
• Demonstrated history of exceeding revenue targets, building high-performing teams, and driving sustained growth in fast-paced environments.
• Strong strategic thinking - with the ability to craft and execute go-to-market strategies and scale sales operations effectively.
• Experience hiring, mentoring, and developing sales teams across different functions, with the ability to inspire and motivate both individuals and teams.
• Proficiency in using CRM platforms (e.g., Salesforce) and sales analytics tools (Gong) to monitor performance and inform strategy.
• Strong cross-functional collaboration skills - able to partner with product, marketing, and customer success teams to align on objectives and deliver impact.
• Excellent verbal and written communication abilities
• Awareness of current trends in technology, digital transformation, AI, cloud services, or other relevant sectors, and the ability to translate these into commercial opportunities.
• Preference for this candidate to be located in or around our Boston headquarters