Associate Sales Specialist

Overview Associate Sales Specialist – CarGurus. This role drives qualified opportunity generation for the CarGurus Pricing Tool, with accountability for independently developing outbound prospecting strategies, engaging senior dealership decision-makers, and generating a high volume of qualified product demos in a complex, multi-stakeholder environment. Responsibilities 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. Qualifications 35+ 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 management and pricing workflows is a significant plus. Proven ability to engage senior decision-makers through cold outreach at volume, with the consultative credibility to navigate complex dealership organizational structures. Highly autonomous and strategic; capable of independently building account plans, developing messaging, and managing pipeline with minimal oversight. Strong analytical, organizational, and communication skills with the ability to synthesize market intelligence and present insights to cross-functional leadership. Numbers-driven, with a competitive mindset and a genuine commitment to outbound pipeline generation as a professional discipline. Salesforce.com experience required; familiarity with sales engagement and revenue intelligence platforms (e.g., Salesloft, Outreach, Gong) preferred. 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 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. We encourage applicants to request accommodations if needed during the hiring process so we can provide appropriate support. #J-18808-Ljbffr Venturefizz Product Management Community