Team Lead - Sales Development at CarGurus

| Cambridge
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Car shopping is complicated. At CarGurus, we use data and technology to make it simple, giving people the tools they need to confidently find, buy, finance, or sell a car. The best part? Our work’s made a real impact. We’re the most-visited car-shopping site in the US, and we’re expanding globally. Ready to come along for the ride?

CarGurus is looking for a Team Lead for the Business Development and Sales Development teams. The BDR and SDR Team Lead is responsible for direct management of a 4 person SDR team. This team is responsible for qualifying inbound lead flow across the company. The Team Lead will be responsible for monitoring key performance metrics and ensuring best in class lead conversion rates. Aside from team performance, the Team Lead will be responsible for the career development and sales enablement of team members. The successful candidate will have both a history and passion for mentorship and be invested in the long-term trajectory of team members. A successful TL will also be essential in the future strategy of the program. This includes role expansion, new initiatives, and programmatic development benchmarks. The ideal candidate has ambition for future management opportunities.

What You'll Do:

  • Engage with our entry level sales contributors for on the floor coaching, qualification training, and overall sales enablement
  • Participate in weekly coaching with assigned reps – this should include call shadowing, call recording, coaching and role plays
  • Provide strategic guidance and input on the future direction of the program – this includes roles, responsibilities, and interdepartmental collaboration
  • Monitor specific KPI’s for the inbound program – including lead process time, lead conversion rate, and overall lead volume
  • Monitor SFDC hygiene – ensuring pain, authority, timeline qualification for all opportunities and effective campaign follow up
  • Maintain and ensure the integrity of our lead processing in accordance with defined rules of engagement and lead distribution methods
  • Ensure effective communication between SDR’s/BDR’s and our marketing teams to deliver increased lead conversion across the business
  • Meet or exceed their assigned quota as an individual contributor (20 closed won SDR deals per month, $1500 in BDR MRR)
  • Effectively utilize and coach on Sandler methodology – both for current SDR/BDR roles and future roles as AE’s
  • Motivate and develop the next generation of sales reps through active feedback, accountability, and propelling standards of excellence
  • With a positive attitude push the teams to exceed expectations and embrace new challenges with a growth mindset

Who You Are:

  • 1+ years of exceeding expectations in a quota carrying role
  • Effective use of Sandler sales methodology
  • History of leading by example and going above and beyond in current roll
  • Has proven the ability to take on ‘stretch’ assignments while still delivering the core job responsibilities of current role
  • Coachable with a history of coming prepared to coaching meetings with a strong desire to grow and learn
  • Demonstrated a vested interest in the career development of others through direct mentorship
  • History of presenting on and implementing systematic change to traditional processes
  • Punctual and reliable

CarGurus Culture:

At CarGurus, we invest in our people’s professional growth with everything from learning and development programs to tuition reimbursement. Want to work on projects that expand your skill set without sacrificing your work/life balance? You got it. We also strive to provide perks and benefits that employees actually care about like free lunch, commuter subsidies, and more. That includes equity in the company—our way of showing that we want you here for the long haul.

We work hard every day to build the world’s most trusted and transparent automotive marketplace, but trust and transparency don’t just apply to our consumers. They extend to our talent, too. We aim to create a workplace where everyone feels they can bring the ultimate expression of themselves and their potential—where you don’t just fit, you thrive. We don’t discriminate based on race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.

In addition to the US, CarGurus operates sites in Canada, Germany, Spain, Italy, and the UK—with other markets on the horizon. We have offices in Cambridge, MA; Detroit, MI; Dublin, Ireland; San Francisco, CA and London, UK. Check out our careers page to learn more.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • RubyLanguages
    • SqlLanguages
    • DockerLanguages
    • JenkinsLanguages
    • Elastic SearchLanguages
    • KafkaLanguages
    • HibernateLanguages
    • jQueryLibraries
    • jQuery UILibraries
    • ReactLibraries
    • ReduxLibraries
    • Node.jsFrameworks
    • SpringFrameworks
    • MySQLDatabases
    • Google AnalyticsAnalytics
    • SQLAnalytics
    • ConfluenceManagement
    • JIRAManagement
    • TrelloManagement
    • HubSpotCRM
    • SalesforceCRM
    • MarketoLead Gen


2 Canal Park 4th Floor , Cambridge, MA 02141
CarGurus' tech teams solve tough problems — sometimes by questioning the problem itself

What are CarGurus Perks + Benefits

Volunteer in Local Community
CarGurus participates in local volunteer activities such as the The Boston Children's Hospital Corporate Cup Challenge, The Freedom Run 5k, etc.
Friends Outside of Work
Eat Lunch Together
Intracompany Committees
CarGurus has committees that are re-elected annually and manage events and programs such as the Charitable Giving Committee and Community Council.
Open Door Policy
Team-Owned Deliverables
Group Brainstorming Sessions
Open Office Floor Plan
Dedicated Diversity/Inclusion Staff
Unconscious Bias Training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Wellness Programs
Retirement & Stock Options Benefits
401(K) Matching
Company Equity
CarGurus offers company equity in the form of Restricted Stock Units.
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Return-to-Work Program Post Parental Leave
Vacation & Time Off Benefits
Generous PTO
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Game Room
Stocked Kitchen
Happy Hours
Recreational Clubs
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and Learns
Cross-Functional Training Encouraged
Promote from Within

Additional Perks + Benefits

We provide a competitive benefits package including health, dental, and 401K match. We also offer 16 weeks paid primary caregiver leave and 2 weeks secondary caregiver leave. In addition, we also offer perks including gym memberships, commuter passes, daily catered lunches, company outings and more.

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