Sales Engineer, Data Solutions

About the role

CarGurus is actively searching for a Sales Engineer to spearhead the commercialization of our unique automotive market data. This role represents a distinct opportunity where technical proficiency directly intersects with revenue generation. You will be tasked with formulating a robust data-as-a-product strategy that aligns precisely with evolving customer demands. A core part of your ownership will involve translating highly intricate and multifaceted data sets into clear, actionable, and valuable business insights for our external partners. Ultimately, your work will drive significant enterprise-level sales growth and solidify our position in the marketplace. You will own the technical validation and articulation of how our data solutions solve complex business problems. This position requires a proactive mindset to identify new use cases for our data offerings within the sales cycle. You will act as a critical bridge between the technical capabilities of our products and the strategic needs of our clients. Your contributions will directly influence the adoption and successful implementation of our data products across various industries.

Key facts

What you'll do

• Oversee the complete sales process for data products, starting from initial outreach to finalizing contracts.
• Discover and assess new business prospects within sectors such as private equity, hedge funds, original equipment manufacturers (OEMs), lenders, insurers, and national dealership groups.
• Conduct consultative discussions to grasp client analytical needs and align them with our specific data offerings.
• Establish technical delivery methods, which may include Snowflake shares, APIs, and secure file transfer protocol (SFTP).
• Work collaboratively with product, engineering, and legal teams to define custom data solutions and finalize commercial agreements.
• Collect and analyze market intelligence to inform product development, pricing strategies, and packaging options.
• Develop and deliver compelling presentations that showcase the value of our data solutions to potential clients.
• Maintain strong relationships with existing clients to ensure satisfaction and identify opportunities for upselling additional services.
• Translate complex data architecture concepts into understandable narratives for executive stakeholders.
• Evaluate the feasibility of integrating data into a client's existing technological infrastructure prior to sale.
• Document standard operating procedures for data delivery to ensure consistency and scalability.
• Partner with the marketing team to develop technical content that supports lead generation initiatives.
• Provide post-sale technical support to ensure seamless onboarding and utilization of data products.
• Analyze competitor data offerings to identify differentiators and strengthen our value proposition.

Requirements

• A minimum of 6 years of experience in B2B sales, sales engineering, or technical SaaS solution selling is essential.
• A demonstrated history of achieving or surpassing revenue goals is required.
• Experience in managing the entire sales cycle and successfully closing commercial agreements worth five to six figures is necessary.
• Technical knowledge of data architecture, including understanding schemas, granularity, aggregation, and cloud-based delivery, is crucial.
• Strong communication skills to convey complex technical information to non-technical stakeholders and executive teams are essential.
• Proven experience in collaborating with product and engineering teams to deliver tailored customer solutions is preferred.
• A bachelor's degree in a technical field or a related discipline is mandatory.
• Eligibility to work in the United States without sponsorship for this role is required.

Nice to have

• Familiarity with Snowflake Marketplace, data clean rooms, or direct data sharing practices would be advantageous.
• A background in the automotive industry, marketplace dynamics, or B2B data sectors is a plus.
• Knowledge of competitors such as S&P, Experian, J.D. Power, Black Book, or MarketCheck would be beneficial.
• Understanding of subscription-based pricing models, usage-based billing, or per-rooftop licensing can enhance your application.
• Experience with generative AI tools to streamline sales processes and enhance research capabilities is desirable.

Practical notes

• The compensation package includes a base salary, commission, equity in the form of restricted stock units (RSUs), and potential discretionary bonuses.
• Employees enjoy benefits such as complimentary daily lunches, coverage for commuting expenses, discounts on new vehicles, and access to fitness and meditation applications.
• This position operates under a hybrid work model, allowing for a mix of remote and in-office work.
• Candidates should be prepared for in-person interviews in Boston, with travel costs for these interviews being the responsibility of the applicant.

In summary, this role at CarGurus offers a unique opportunity to blend technical expertise with sales acumen in a dynamic environment. If you are about data solutions and eager to contribute to a leading automotive marketplace, we encourage you to apply.