This might come as a surprise, but you don’t need to be a car person or “gearhead” to join the sales team at CarGurus. And those coming in as business development representatives don’t need direct selling experience, either.
To succeed on the close-knit sales team, there is one main quality a salesperson should have: curiosity.
“It’s a common misconception — and one I had myself — that you need to be a ‘car person’ to work here,” Sam Tavantzis, Independent Account Executive, Level 2, said. “But that couldn’t be further from the truth. Curiosity is far more important.”
What does CarGurus do?
CarGurus operates an online automotive marketplace connecting buyers and sellers of new and used cars in the United States, Canada and the United Kingdom.
In the nearly three years Tavantzis has worked at the company, she has been promoted twice, starting as a business development representative before getting promoted to a level-one account executive. Now, as a level-two account exec, she attributes her advancement to a combination of her willingness to ask questions and the supportive team culture.
“Embracing CarGurus’ supportive and collaborative culture helped me go from feeling behind when I first started to quickly learning the role and feeling confident enough to apply for an account executive role when an opportunity came up,” Tavantzis said.
Curious about what it takes to succeed on the sales team at CarGurus? Tavantzis shared her experience — and tips for prospective jobseekers — below.
A former athlete, you started your career as a physical education and health teacher who also coached varsity soccer and lacrosse. What made you consider a career change into tech sales, and specifically, what drew you to CarGurus?
I loved teaching, but after seven years, I was ready for a new challenge. Many of my friends were in sales and the more I spoke with them, the more I saw how my skills as a teacher and athlete could translate to the role. I’m naturally competitive, so I knew I’d be motivated to set goals and work to achieve them. Plus my day-to-day work with students — teaching, communicating and problem-solving — mirrored the way sales teams support customers. I was also drawn to sales because of the higher earning potential, since strong performance and hard work are rewarded in tangible ways.
Now, nearly three years on, what do you like most about your role?
The work is a really satisfying blend of strategy, competition and relationship-building. I get to be a true problem-solver, digging into our dealer customers’ specific needs and helping them find the right solution.
Being able to set and then achieve my goals is a huge motivator. But it’s not just about the numbers. I love the variety in my role — no two days are the same — plus CarGurus’ collaborative culture is really special. After being on my own in a classroom for years, I’m still amazed by how much we want each other to succeed and help each other get there.
What were some of your biggest challenges when you first started? How did you tackle them and how did your team or CarGurus help?
Transitioning to a completely new field — and an office environment — meant I had to be patient with myself. I was used to having a rhythm when I was a teacher, but there were so many new things to learn and understand. I had to accept that growth was a process. I became a sponge for information — leaning on my team, shadowing top-performing reps, asking tons of questions. Working hard and embracing CarGurus’ supportive and collaborative culture helped me go from feeling behind to quickly learning the role and feeling confident enough to apply for an account executive role when an opportunity came up.
What Working on the Sales Team at CarGurus Is Like
- What you will do: Sales representatives at CarGurus often work with dealerships to help them get the most out of the CarGurus’ platform.
- What the work is like: “A really satisfying blend of strategy, competition and relationship-building,” Tavantzis said. “I get to be a true problem-solver, digging into customers’ specific needs and helping them find the right solution.”
- What sales representatives love most about it: “I love the variety in my role — no two days are the same,” Tavantzis said.
What do you enjoy most about working with car dealers? What is something about their business that you find is especially interesting or misunderstood?
The dealership owners I work with juggle many responsibilities and decisions every day. Their business is more complex than most people realize — they’re constantly analyzing performance data, refining digital strategies and tracking market trends to stay ahead. It takes adaptability and innovation to run a modern dealership and I have a lot of respect for that. I love learning what makes each business unique and becoming a trusted partner who helps them work smarter, stay strategic and ultimately sell more cars.
What’s a time when you were able to help a dealer client solve a real business challenge? What was the situation and what made the outcome so rewarding?
I was working with a dealer who was not seeing the results they expected from our platform. After a detailed review, I realized they were on a package that didn’t give their inventory the ideal level of visibility needed to compete in their market. With our data in hand, I walked them through my observations on the best-fit package to get the results they were looking for. Watching them go from frustrated to empowered and supported was incredibly rewarding.
It wasn’t about a quick sale but rather helping them use our products to their full potential, solve a real challenge and, ultimately, grow their business. That dealer eventually signed on for a longer-term package and became one of my strongest clients.
A lot of people think you need to be knowledgeable, if not passionate, about cars to work at CarGurus but that’s not true at all. What skills and interests are even more important than these to succeed here? Are there advantages to not having this background for the account executive role?
It’s a common misconception — and one I had myself — that you need to be a “car person” to work here. But that couldn’t be further from the truth. Curiosity is far more important. You need to be a great listener, ask thoughtful questions and genuinely be eager to learn. While auto experience can help in some ways, not having this background can be an advantage, too. It helped me approach conversations without assumptions, so I could focus on understanding the dealer’s challenges and bring a fresh perspective to help address them.
How to Succeed on the Sales Team at Cargurus
- Lead with data: CarGurus sales representatives have access to robust data they can use in conversations with clients to offer them business insights.
- Embrace collaboration: “The sales team is incredibly collaborative and supportive,” Tavantzis said. “…We help each other hit our goals and even work with reps from other teams if we need the extra support.”
- Ask questions: New hires will succeed at CarGurus with a voracious appetite to learn. “You need to be a great listener, ask thoughtful questions and be genuinely eager to learn,” Tavantzis said.
What’s the broader CarGurus sales team like? How would you describe the culture and support systems you have?
The sales team is incredibly collaborative and supportive. It’s a big reason I’ve been successful in my role. Right after I started, so many people reached out to see how they could help me get acclimated. We’re a team in the truest sense of the word; we help each other hit our goals and even work with reps from other teams if we need the extra support. This feeling of ongoing encouragement and support keeps me motivated even during the most challenging days.
You’ve been promoted several times since joining CarGurus. Looking back, what are the most significant things you’ve learned (about yourself, sales, business, etc.) as you’ve grown?
I’ve learned so much about myself, sales and business in general since joining CarGurus. Changing careers helped me realize that my skills go beyond any single role — a shift in perspective that has boosted my confidence personally and professionally.
What advice do you have for others considering an account executive role at CarGurus?
My advice for anyone in sales — or considering joining CarGurus — is to make the most of the community here. Over the years, I’ve met so many talented, generous colleagues who’ve become trusted sounding boards and go-to resources when I’m facing a challenge. Some I’ve met through day-to-day work, others through company events and programs like our Women in Sales community or our mentorship program for new sales hires. Our annual President’s Club winners’ trip gave me the chance to connect with other top performers from across the broader sales team. These casual connections have since grown into friendships I rely on for ideas, perspective and support. Seizing opportunities like these can truly shape your experience at a company and have a lasting impact on your career growth.
