Director, Inventory Growth

CarGurus • Boston, MA

1d • $165,000 - $207,000 • Hybrid

About The Position

Meet CarGurus—the #1 visited online car shopping website in the US. At CarGurus, we’re building the world’s most trusted and transparent automotive marketplace where it’s easy to find great deals from top-rated dealers.

Founded in 2006 by Langley Steinert (co-founder of TripAdvisor), CarGurus is a technology company with a passion for data and its power to simplify every aspect of the car shopping experience. Using proprietary technology, search algorithms and innovative data analytics, we provide unbiased validation on pricing, dealer reputation and vehicle history.

Are you looking to join the Inventory & Data team at a dynamic and fast-paced technology company? The Director, Inventory Growth will help manage strategy and operations for our Inventory vertical. You will guide key strategic decisions, as well as work cross-functionally to implement critical business initiatives. You'll have the opportunity to work alongside leadership teams in Sales, Marketing, Business Development, Finance, Product, and Engineering. A successful candidate will have strong analytical skills and an ability to work cross-functionally to implement change.

Requirements

• Bachelor’s degree required, MBA a plus
• 10+ years of relevant experience, including experience in Sales Strategy, Growth, Sales Enablement, Revenue Strategy a plus
• Experienced people leader with a track record of developing and managing high-performing teams.
• Proven ability to influence and align cross-functional leaders in a matrixed environment
• Excellent analytics and communication skills, with experience working cross functionally and with senior stakeholders
• Highly organized, detail-oriented, and capable of managing multiple complex initiatives simultaneously
• Thrives in a fast-paced, evolving environment and can bring structure to ambiguity
• Strong PowerPoint and presentation skills
• Strong organizational skills and attention to detail

Nice To Haves

• Experience in technology and/or SAAS a plus
• SalesForce experience a plus

Responsibilities

• Lead the team that is responsible for growth for the Inventory vertical - including: pricing & packaging, sales enablement, sales strategy and sales analytics.
• Define and lead the Inventory vertical pricing strategy, setting clear goals and execution plans to drive transformation and measurable business impact, partnering closely with the GTM Pricing team. Partner closely with Product and Engineering to partner on roadmap pricing implications
• Manage pricing analytics and intelligence for Inventory vertical, delivering actionable insights to sales, finance, and executive leadership
• Cross-functional stakeholder leadership: serve as the primary pricing subject matter expert and trusted advisor to cross-functional partners and the Inventory team on all pricing and packaging initiatives within the inventory vertical
• Define and execute the inventory vertical enablement strategy that equips the sales team with the knowledge, tools, and confidence to effectively engage customers partnering closely with GTM Leadership, Product, Marketing, and Operations (inclusive of SMC, PriceVantage and new Inventory solutions)
• Develop and drive the long-term sales strategy and roadmap, aligning with company goals and market opportunities within Inventory vertical. Lead cross-functional initiatives to enhance sales capabilities, integrating people, processes, and tools for scalable growth. Partner with Sales and Marketing Leadership to ensure strategic alignment and execution of revenue-driving initiatives.
• Lead efforts to optimize sales and sales operations processes to achieve superior efficiency, scalability, and performance. Establish sales workflows, leveraging industry benchmarks and innovative practices to enhance operational effectiveness. Drive adoption of optimized processes through change management, training, and continuous improvement initiatives.
• Partner cross-functionally with Product, Product Marketing, and GTM leaders to own the field readiness process for new product launches
• Develop and implement scalable programs that improve sales velocity, rep ramp time, and conversion performance across inventory sales team.
• Lead cross-functional initiatives to support new market entries, sales model evolution, and growth experiments that accelerate reach and impact
• Analyze sales funnel data to identify performance gaps and drive initiatives that improve contact-to-close rates, lead follow-up times, and quota attainment.
• Build dashboards, KPIs, and reporting that provide real-time visibility into sales performance
• Insights Delivery: Deliver actionable insights through advanced analytics, including pipeline performance (e.g., conversion rates, deal progression), business hindsighting (e.g., performance driver analysis), and client experience metrics (e.g., NPS drivers and next steps). Build and maintain dashboards and reports to provide Sales Leadership with real-time visibility into performance trends and opportunities. Leverage predictive analytics to anticipate market shifts and inform strategic decisions.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 1,001-5,000 employees