Sales Engineer, Data Solutions

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 were the largest and fastest-growing automotive marketplace and weve 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 30000 dealerships use our products. But theyre 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 is one of the largest automotive marketplaces in the world and the data we generate what shoppers search for how prices move and how inventory turns across the country is one of our most valuable and differentiated assets. We are investing in how we bring that data to our customers turning it into products that customers can buy license and build on. Its a broad and fast-growing area for us and we are increasingly embedding this data more deeply and robustly into the products and solutions we bring to market. We are looking for a Sales Engineer Data Solutions to own building and establishing relationships with critical data customers and enabling the sale of data powered solutions. This is a quota-minded customer-facing builder role you will prospect new buyers run consultative sales conversations translate a customers analytical needs into the right dataset and delivery method close deals and guide customers through receiving their data. Youll sit at the intersection of commercial selling and technical solutioning - equally comfortable opening a conversation with a hedge fund or a dealer groups pricing team and getting into the schema granularity and delivery details that turn interest into a signed contract. This is an early-stage build-from-scratch role we are still proving out demand willingness to pay and the best go-to-market model and you will be on the front line generating the customer insights that shape our future investment. What youll do Own the Direct-Sales Motion Prospect and qualify new customers across non-dealer segments investors private equity consultants OEMs lenders insurers and National Dealer accounts. Run consultative multi-stakeholder sales conversations that uncover the customers underlying decision or model and map it to the right CarGurus data asset. Foster and maintain customer relationships through longer higher-value enterprise sales cycles and finalize transactions through to data delivery. Engage existing inbound interest and convert it into pipeline. Solution and Scope Data Products Translate customer requirements into a clearly scoped offer asset rowcolumn structure granularity historical depth refresh cadence delivery mechanism and commercial terms. Advise customers on delivery approach e.g. Snowflake Marketplace listing Snowflake direct share SFTP or API and set accurate expectations on what is available today versus what requires build. Speak credibly to the substance and limitations of our assets e.g. trim-level granularity history depth so customers trust what theyre buying. Drive National Dealer Data Monetization Lead commercial conversations for the Data APIs and other operationalstrategic assets targeting national dealers with centralized pricing and buying teams. Partner with National Sales ProductEng Data teams and Business Operations to bring data brochures and assets to dealer partners and convert interest into trials and contracts. Generate Customer Intelligence and Feedback Build and maintain comprehensive ideal customer profiles capturing data needs willingness to pay and frequency of use across customer types. Feed structured market learnings back to Strategy Product Data and Product Data Analytics to shape pricing packaging and the future data asset roadmap. What youll bring Required 6 years in B2B sales sales engineering dataSaaS solutions selling or a hybrid commercial-technical role with a track record of carrying and hitting revenue targets. Demonstrated experience selling data analytics or technical products to sophisticated buyers owning the full cycle from prospecting through close. Comfortable with structuring and selling 5-6 figure commercial agreements Strong data fluency comfort discussing schemas granularity aggregation and data delivery mechanisms cloud data sharing SFTP APIs credibly with technical buyers such as data science and quant teams. Consultative selling skills ability to uncover a customers underlying use case and translate it into a scoped priced offer rather than a feature pitch. Comfort with ambiguity and a 0-to-1 builder mindset able to operate where pricing packaging and process do not yet exist and help define them. Track record of cross-functional partnership with Product Engineering Strategy Legal and Business Operations to get deals closed and delivered. Excellent commercial communication executive presence and the ability to represent a new differentiated data offering to senior external stakeholders. Highly Preferred Experience selling or solutioning on Snowflake Marketplace Snowflake data shares data clean rooms or external data-sharing relationships. Background in automotive marketplace or B2B dataSaaS domains and familiarity with buyers such as OEMs lenders insurers investors PE consultants and large dealer groups. Experience selling API-delivered or subscription data products and structuring commercial terms pricing ladders usage-based or per-rooftop models. Familiarity with competitive data providers e.g. MarketCheck S&P Experian J.D. Power Black Book and how enterprise data buyers evaluate and procure data. Experience leveraging Gen AI to accelerate prospecting research and sales workflows. Preferred tools Snowflake Salesforce or equivalent CRM LookerOmni GoogleMS suite. 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 bonusesincentives and Restricted Stock Units RSUs. Position Pay Range 132000 - 165000 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. CarGurus may require in-person interviews as part of our hiring process particularly for positions based in our Boston and Dublin offices. Candidates selected for an in-person interview will be notified in advance. Please be aware that travel expenses are the responsibility of the candidate. 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. Thats why we hope youll apply even if you dont 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