Escalations Account Executive, Level 1
Headquartered in Boston, Massachusetts, CarGurus is the all-in-one platform that’s moving the entire car shopping journey online and guiding customers through each step. This includes everything from selling an old car to financing, purchasing, and delivering a new one. Today, millions of consumers visit cargurus.com each month, and more than 30,000 dealerships use our products. We have a people-first culture that fosters kindness, collaboration, and innovation, while empowering our Gurus with tools and resources to fuel their career growth. Our goal is to give all people—consumers, dealers, and our employees—the power to reach their destination.
Job Description
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.
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.
