Senior Enterprise Account Executive, Data Licensing

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 is expanding beyond software into proprietary data licensing. We are building a high-impact team to stand up and scale our Data Solutions business from zero to one.

We are looking for an entrepreneurial, full-cycle Senior Enterprise Account Executive, Data Licensing to launch CarGurus’ data solutions into completely new markets such as including financial services/hedge funds, insurers, OEMs, and top-tier consultancies, while also selling into existing National Dealer accounts. 

This is a rare opportunity to own a brand-new revenue stream end-to-end. You will be the sole seller on a lean team, responsible for building the pipeline, scoping complex data deliveries alongside our technical analyst, and closing deals.

What you'll do

• Build the 0-to-1 Outbound Engine (75% Focus): Prospect, map, and close new business across non-dealer verticals (Hedge Funds, Insurers, OEMs, Consultancies). This includes a mix of inbound leads and sourcing your own pipeline.
• Partner with National Accounts (25% Focus): Collaborate with our National Account teams to identify, upsell, and close data licensing deals within existing dealership customers.
• Full-Cycle Deal Ownership: Drive the entire sales process from initial target identification, cold outreach, and discovery, through to pricing negotiation, legal contracting, and close.
• Technical Scoping & Solutioning: Translate client requirements (e.g., historical pricing trends, inventory flow data, consumer intent metrics) into technical data feeds. Partner directly with Analytics to scope APIs, SFTP feeds, and sample datasets.
• Market Feedback Loop: Act as the voice of the market to shape product roadmap, pricing structures, and licensing packaging in close partnership with Commercial Strategy and Business Operations.

What you'll bring

• 5+ Years of Full-Cycle Sales Experience: Proven track record of closing 6-figure enterprise deals, ideally in data licensing, API monetization, financial data, market intelligence, or complex B2B SaaS.
• Proven 0-to-1 Prospecting Ability: Demonstrated experience sourcing your own pipeline without reliance on BDRs, SEs, or established lead routing.
• Fluency in Data & Technical Scoping: Comfort speaking the language of data (data structures, API delivery, sample evaluation) with technical buyers like quant researchers, data engineers, and strategy leads. Hands-on coding is not required, but technical fluency is essential.
• High Autonomy & Ownership Mindset: Thrives in ambiguous environments where processes are still being built. Self-directed, scrappy, and focused on revenue execution.
• Executive Presence: Exceptional communication and negotiation skills capable of engaging C-level executives, Portfolio Managers, and Practice Leads at major institutions.
• Preferred: Direct experience selling market data, alternative data (AltData), or industry analytics to buy-side investment firms, OEMs, or strategy consultancies. Familiarity with the automotive, mobility, or consumer transactional data ecosystem.

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

$152,000—$190,000 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.

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. 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