Associate Sales Specialist
About the role
Role overview
CarGurus has identified strong market fit for a product that launched last Fall. The CarGurus Pricing Tool is sold into a different part of the dealership and to a different buying persona than our core products. As we scale this product's go-to-market motion, we are seeking an experienced, strategic pipeline development professional to independently drive qualified opportunity generation for our growing team of Sales Specialists.
This is not an entry-level position. We are looking for an experienced sales professional who operates with a high degree of autonomy and can develop and execute account-level prospecting strategies, engage senior dealership decision-makers with consultative credibility, and generate a high volume of qualified demos across a complex, multi-stakeholder selling environment. You will own the top-of-funnel pipeline engine for a strategic growth product, working cross-functionally with Field Sales, Inside Sales, Account Management, Product, and Sales leadership to accelerate market penetration. For this role, we're able to hire in any state within the continental United States.
What you'll do
- Independently develop and execute outbound prospecting strategies to generate a high volume of qualified product demos for Sales Specialists, directly influencing revenue growth for a strategic product line.
- Design and manage targeted account plans, identifying high-value dealer segments based on competitive landscape analysis, product fit signals, and market opportunity data.
- Partner cross-functionally with Sales Specialists, AEs, AMs, and Sales leadership to identify pipeline opportunities across their portfolios, applying consultative engagement to secure meetings with senior dealership stakeholders including General Managers, Used Car Directors, and Inventory Managers.
- Own the development and iteration of outbound playbooks
- Maintain rigorous pipeline management in Salesforce, ensuring data integrity across all outreach activity, lead qualification, and opportunity progression.
- Serve as a strategic feedback channel to Product, Product Marketing, and Sales Strategy by translating objection patterns, competitive intelligence, and market signals into actionable insights for cross-functional stakeholders.
What you'll bring
- 3–5+ years in a sales development, inside sales, or full-cycle sales role with a demonstrated record of exceeding quota in high-volume outbound environments
- Experience selling into the automotive industry strongly preferred but not required; direct dealership experience or specialized knowledge of inventory ma