The Sales Team Lead is a quota rep who has been identified as a high-potential contributor to the CarGurus sales organization and who has leadership and/or management potential the organization wishes to cultivate. They are expected to contribute 20% of their time to weekly forecasting meetings and leadership of a predetermined group of sales reps.

Detailed Duties and Responsibilities:

  • Meet or exceed their assigned quota as an individual contributor
  • Engage a specific group of sales reps for on the floor coaching, quote approvals and deal strategy
  • Coordinate group training / collaboration sessions across the team
  • Lead one on one weekly deal reviews for deals expected to close in the current week
  • Monitor specific KPI metrics and salesforce maintenance
  • Participate in call shadowing or role plays weekly with assigned reps
  • Collect spot forecasts / updates from the team
  • Be an active presence on the floor maintaining a positive attitude, motivation and a driving force behind the team’s overall success 


  • 3+ years of exceeding quota in an acquisition sales role
  • 1+ year of leadership as a manager or player coach team lead
  • Track record of success and achievement in sales
  • Experience selling SaaS or automotive products a plus, in-dealership experience a plus
  • Effective user of technology tools, including CRM, to improve sales performance
  • Ambitious salesperson committed to personal success and leading by example
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