Escalation Account Executive, Level 1

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. The primary objectives are to reduce 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, and 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 for managing different stages of the sales process across numerous accounts.

Experience in a sales‑focused role, concentrating on retention and ROI‑based value propositions.

Ability 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 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 negotiation strategy and interactions will impact the relationship with CarGurus and future revenue.

Salary & Benefits
The displayed range represents the expected annual base salary / On‑Target Earnings (OTE) for this position. OTE includes 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: $73,600 - $92,000 USD. Work‑life benefits include a flexible hybrid model, robust time‑off policies, daily free lunch, a new‑car discount, meditation and fitness apps, commuting cost coverage, and more.

EEO Statement
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.

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