Inside Sales - Retention Specialist

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 Account Executive will focus on growing CarGurus' customer base in the US market by building strong relationships within a book of dealer clients. It will be your responsibility to work with Business Development, Product Specialists, and Account Managers to ensure high levels of product and customer retention. Within this role, you will: What you'll do  * Create, preserve, and grow relationships within a designated book of business through prospecting, sales calls, and rapport-building * Identify and close cross-sell/up-sell opportunities using the CarGurus suite of products * Grow your book of business through new acquisition opportunities in partnership with Business Development * Increase revenue per client by re-negotiating subscription rates * Work with an Account Manager to ensure high customer retention within your book of business * Work with a Product Specialist to introduce your book of business to and sell CarGurus' newest product offerings * Accurately forecast monthly sales and retention achievement to management * Contribute feedback to the larger CarGurus organization by utilizing strong analytical thinking, presentation, and problem-solving skills * Occasional travel is required (1-3x per quarter) to foster long-term partnerships with customers What you'll bring * 1-2 years of proven inside sales experience and closing ability * Strong account management skills * Good organizational skills * Strong internal motivation * Sandler Sales Training is a plus * The role requires higher levels of collaboration with multiple teams, mostly with the field team   The displayed range represents the expected annual base salary / On-Target Earnings (OTE) for this position. On-Target Earnings (OTE) is inclusive of base salary and on-target commission earnings, which applies exclusively to sales roles. Individual pay within this range is determined by work location and other factors such as job-related skills, experience, and relevant education or training. This annual base salary forms part of a comprehensive Total Rewards Package. In addition to benefits, this role may qualify for discretionary bonuses/incentives and Restricted Stock Units (RSUs). Position Pay Range $100,000—$125,000 USD 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. CarGurus may require in-person interviews as part of our hiring process, particularly for positions based in our Boston and Dublin offices. Candidates selected for an in-person interview will be notified in advance. Please be aware that travel expenses are the responsibility of the candidate. 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

We offer a hybrid work environment. Most US-based positions can also be performed remotely (any exceptions will be noted in the Minimum Qualifications below.) Our Mission: To actively connect people to their next great opportunity.   Who We Are:  ZipRecruiter is a leading online employment marketplace. Powered by AI-driven smart matching technology, the company actively connects millions of all-sized businesses and job seekers through innovative mobile, web, and email services, as well as through partnerships with the best job boards on the web. ZipRecruiter has the #1 rated job search app on iOS & Android. Summary: Want to work for a fast-growing, profitable, and financially stable tech company, who means it when they say "work-life balance is important"? If so, come to ZipRecruiter! At ZipRecruiter, we're committed to helping our customers achieve success in their recruitment efforts. We've purposefully transitioned to a Customer Success vs Customer Support focus. Any veteran support rep will attest to the added value reactive support can have on the success of the customer experience. We've taken that a step further by creating this specialized role wherein we focus on the retention of our customers by addressing any and all concerns and working alongside the customer to solve them. The Reactivation Specialist will be responsible for contacting accounts that have canceled their daily job advertisements. Their primary role will be to engage and prospect decision makers to re-open former paying Usage accounts. ZipRecruiter’s world-class training program, known internally as Dev Bay, is designed to set you up for long-term success at ZipRecruiter and beyond. We don’t just encourage development, we live it. Upon starting in a sales role, you’ll begin with one week of new-hire onboarding, followed by 7 weeks of in-depth, hands-on, and highly rigorous sales training. This includes structured learning, consistent role playing, and live call practice to ensure you’re building real-world skills from day one. The goal is to prepare you for a seamless transition into a full quota-carrying role within your department. While you are eligible to earn commission during Dev Bay, the primary focus is on mastering a strong foundation of skills that will enable you to exceed your goals not just early on, but throughout your entire career. Key Focuses: * Hit or exceed your monthly reactivation quota * Making 60+ phone calls (12+ conversations) per day to assigned leads * Run call and email campaigns to reactivate accounts Minimum Requirements: * B2B, B2C sales experience preferred * Track record of meeting, exceeding goals, quotas * High need for achievement and competition, loves to compete and win * Enthusiastic, optimistic and certain of victory, unfazed by rejection * Coachable, listens to and implements advice from manager * Strong organization and time management skills * Easily builds rapport and establishes relationships with prospects * Listens patiently, will probe and clarify to get a real sense of customer's needs * Resourceful, goes over, under, around and through obstacles to achieve success * Bachelor Degree preferred but not required * Must be located in the Phoenix, AZ metro area * Regular, reliable, and predictable attendance, along with consistent adherence to scheduled work hours, is an essential requirement of this position As part of our team you’ll enjoy: * Competitive salary * Exceptional benefits package * Flexible Vacation & Paid Time Off * Employer-matched 401(k) plan  * A fun environment where work-life balance is valued The US base pay for this position is $15.39 per hour. In addition to the base hourly rate, this role is eligible for a target commission of $27,720.00 annually (based on full-time hours and 100% quota attainment). Your actual compensation will vary based on performance against sales targets. Depending on the position offered, equity, bonuses, commission, or other forms of compensation may also be provided as part of a total compensation package, in addition to a full range of medical, financial, and other benefits. ZipRecruiter is proud to be an equal opportunity employer and provides equal employment opportunities (EEO) to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or genetics. Privacy Notice: For information about ZipRecruiter's collection and processing of job applicant personal data for this job, please see our Privacy Notice at: https://www.ziprecruiter.com/careers/job-applicant-privacy-notice