CarGurus

• Independently develop and execute outbound prospecting strategies • Design and manage targeted account plans • Partner cross-functionally with Sales Specialists and Sales leadership • Own the development and iteration of outbound playbooks • Maintain rigorous pipeline management in Salesforce • Serve as a strategic feedback channel to Product and Sales Strategy

Title: Business Development Representative - Bilingual (English/Spanish) Location: Boston, Massachusetts, United States Hybrid Full-time Job Description: 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 Join our dynamic team as a US Business Development Representative, where you'll play a pivotal role in acquiring new customers and providing exceptional service to automotive dealerships nationwide. As the first point of contact for many clients, you'll showcase CarGurus' offerings and benefits with professionalism and enthusiasm, utilizing both outbound and inbound strategies. What you’ll do - Initiate contact with potential clients through daily outbound cold calls to both independent and franchise dealerships. - Qualify inbound leads by engaging in insightful discussions about dealers' business objectives, strategies, and interest in our market-leading products. - Collaborate with our inside sales team to identify and pursue opportunities for new dealership partnerships. - Manage and prioritize your time effectively to exceed monthly performance metrics and drive results. What you'll bring - Bilingual in English/Spanish required - A passion for sales and a desire to build a successful career in the sales field. - Strong time management and organizational skills to handle multiple tasks and priorities effectively. - Self-motivation, drive, and a commitment to personal and professional growth. - Excellent verbal and written communication skills to articulate product offerings and engage with clients - Coachability and a willingness to learn and adapt in a fast-paced environment. - Previous sales experience is preferred but not required; we welcome motivated individuals from diverse professional backgrounds. Please Note: This position marks the starting point for a career in sales at CarGurus. We encourage candidates from various backgrounds who are eager to grow within our sales organization. Successful candidates will show a commitment to personal development through our Business Development Representative (BDR) program, providing pathways for advancement. 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 $56,000—$70,000 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. 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

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 CarGurus has identified a strong market fit for a new product that launched last Fall. This product, the CarGurus Pricing Tool, will be utilized and sold into a different part of the dealership and to a different buying persona than our other core products. Given the more complex nature of the product, a different competitive landscape and the need to partner closely with our product teams as we iterate in a new area, we are looking for a dedicated seller to help launch the product. This role will entail selling this exciting new product to dealerships across the United States. A Senior Sales Specialist will be strong at presenting CarGurus offerings and benefits as a sales professional (over the phone, web meetings and face-to-face meetings). This person will be partnering closely with and supporting sales reps (Regional Sales Directors and Account Executives) on our Field and Inside Sales teams. The Regional Sales Director (RSD) and Account Executive (AE) will be responsible for sourcing, identifying and creating qualified opportunities for this new product. They will bring in the Sales Specialist to engage with the identified buyer and progress the opportunity through to close. This will be done in partnership & alignment with the account owner. For this role, we're able to hire in any state within Pacific Standard Timezone. What you'll do - Candidates should be persuasive, self-starters and will be encouraged to manage their own time, set priorities and meet monthly sales goals. - The ideal candidate is tenacious, creative, and ambitious, with the ability to challenge traditional solutions through an analytical approach. - They thrive in a fast-paced environment and are ready to work as a challenger to incumbent solutions that are already established in dealership operations. - Since you will be joining an innovative team, you must be a great teammate - willing to assist others and share standard methodologies to achieve team success. - As a liaison between our dealer partners and the company, you must also be comfortable conveying challenges & opportunities to the rest of the CarGurus organization clearly, and with a thoughtful approach. - Candidates must possess strong analytic and presentation skills as the role will interact frequently with Product, Product Marketing, Strategy and Sales leadership. What you'll bring - 5+ years in a sales or sales leadership role with experience in closing deals and leading negotiations - 3+ years of experience selling into the automotive industry required - Direct dealership experience preferred - Numbers-driven, and committed to over-achieving targets consistently - Strong organizational and communication skills - Self-motivated and result-driven attitude - Salesforce.com experience is strongly preferred 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 $160,000 - $200,000 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. 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

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 CarGurus has identified a strong market fit for a new product that launched last Fall. This product, the CarGurus Pricing Tool, will be utilized and sold into a different part of the dealership and to a different buying persona than our other core products. Given the more complex nature of the product, a different competitive landscape and the need to partner closely with our product teams as we iterate in a new area, we are looking for a dedicated seller to help launch the product. This role will entail selling this exciting new product to dealerships across the United States. A Senior Sales Specialist will be strong at presenting CarGurus offerings and benefits as a sales professional (over the phone, web meetings and face-to-face meetings). This person will be partnering closely with and supporting sales reps (Regional Sales Directors and Account Executives) on our Field and Inside Sales teams. The Regional Sales Director (RSD) and Account Executive (AE) will be responsible for sourcing, identifying and creating qualified opportunities for this new product. They will bring in the Sales Specialist to engage with the identified buyer and progress the opportunity through to close. This will be done in partnership & alignment with the account owner. We open to hiring for this role anywhere within the United States. What you'll do - Candidates should be persuasive, self-starters and will be encouraged to manage their own time, set priorities and meet monthly sales goals. - The ideal candidate is tenacious, creative, and ambitious, with the ability to challenge traditional solutions through an analytical approach. - They thrive in a fast-paced environment and are ready to work as a challenger to incumbent solutions that are already established in dealership operations. - Since you will be joining an innovative team, you must be a great teammate - willing to assist others and share standard methodologies to achieve team success. - As a liaison between our dealer partners and the company, you must also be comfortable conveying challenges & opportunities to the rest of the CarGurus organization clearly, and with a thoughtful approach. - Candidates must possess strong analytic and presentation skills as the role will interact frequently with Product, Product Marketing, Strategy and Sales leadership. What you'll bring - 5+ years in a sales or sales leadership role with experience in closing deals and leading negotiations - 3+ years of experience selling into the automotive industry required - Direct dealership experience preferred - Numbers-driven, and committed to over-achieving targets consistently - Strong organizational and communication skills - Self-motivated and result-driven attitude - Salesforce.com experience is strongly preferred 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 $160,000 - $200,000 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. 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

Product Manager, Inventory Platform undefined:CarGurus Category:Product Location:Boston, Massachusetts, United States undefined:Hybrid widget:Full-time 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 Our marketplace is only as powerful as the data that fuels it. We are looking for a Product Manager to lead the Inventory Platform, a vital asset which powers our comprehensive, real-time view of the millions of vehicles for sale. You aren’t just managing a database; you are ensuring our products and our teams have the “gold standard” of truth required to drive consumer engagement and dealer decision making by wrangling the messy world of automotive data. As a Platform PM, your primary customers are our internal product teams, but your job is to build trust with every user. By making our inventory data rich, accurate, and easily accessible, you enable the entire organization to ship features faster—helping dealers make smarter moves and consumers navigate a daunting process with confidence. Do you have a passion for getting to the heart of what customers are trying to accomplish and how we can help them? Do you feel a sense of accomplishment turning your insights from a vision into reality? Are you excited by the possibilities of how AI can help improve and augment our data like never before? Look no further, we’d love to talk to you about the role. What you'll do - Define the "Data-as-a-Product" Vision: Own the roadmap for our core inventory platform, delivering data excellence by driving accuracy, detail, and accessibility. - Pioneer AI/ML Solutions: Identify opportunities to use AI to improve data normalization, extract hidden vehicle features, and predict missing attributes. - Enable Velocity: Your North Star is Speed to Market. Build the APIs, schemas, and self-service tools that allow internal product teams to launch new features without being slowed down by data complexity. - Guardian of Trust: Ensure our data is so reliable that it can power a new suite of products with increasingly higher stakes for our dealers, giving them the confidence needed to run their businesses based on our insights. - Strategic Collaboration: Partner with Product Management, Engineering, Data Science, and Analytics teams to understand and solve our evolving needs and ensure our data remains a competitive advantage. What you’ll bring - 3+ years of Product Management experience, specifically within platform, data, or automotive product environments. - The "Systems Thinker" Mindset: You enjoy the complexity of how a single data point cascades through a massive ecosystem and can predict the second-order effects of your decisions. - AI Fluency: You have a working understanding (or deep curiosity) of how LLMs and ML models can be applied to data processing at scale. - Internal Customer Obsession: You treat internal developers with the same empathy and rigor that you would an external consumer, striving to make their experience seamless. - Clear Communication: You can translate complex data architecture into a compelling vision for executives while speaking the "language of logic" with engineers. - Analytical Rigor: Proficiency in analytical and creative problem solving with a focus on data-driven decision-making. - Resilience & Autonomy: You thrive in fast-paced environments where the problems are unstructured and the "right" answer requires both data and intuition. 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 $123,000—$154,000 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.

• selling the CarGurus Pricing Tool to dealerships across the United States • helping launch new products • presenting CarGurus offerings and benefits • collaborating with Regional Sales Directors and Account Executives • managing time, setting priorities, and meeting monthly sales goals • assisting teammates and sharing best practices • conveying challenges & opportunities to the CarGurus organization clearly

• Drive Revenue Growth: Consistently achieve and exceed sales quotas and revenue goals within your designated region. • Develop Strategic Relationships: Identify, engage, and build long-term partnerships with key decision-makers at automotive dealerships and dealer groups through prospecting, sales calls, and relationship management. • Act as a Trusted Consultant: Analyze dealership online business practices and provide tailored recommendations leveraging CarGurus’ suite of products and services. • Champion Client Success: Ensure high customer satisfaction by quickly addressing dealer inquiries and concerns, and following through on prompt resolution. • Leverage Data & Insights: Deliver in-depth analyses and reports on field activity and dealership performance to provide insights to both internal stakeholders and dealer partners. • Collaborate Cross-Functionally: Work with internal teams across product, operations, and customer success to drive client performance, improve retention, and uncover new growth opportunities. • Influence Product Innovation: Offer clear, actionable feedback to product and operational teams on new features and enhancements based on real-world dealer needs and experiences.