For the CarGurus U.K. sales team, expanding the U.S.-based automotive marketplace is an everyday journey made better with collaboration, innovation and an emphasis on personal growth. As head of U.K. sales and Dublin office lead, Deirdre Ní Dheá understands that new challenges can make work more exciting — which is why she leads her team in a celebratory swim in the sea to finish every quarter in high spirits.
On Ní Dheá’s sales team of approximately 40, success is an adaptive process — one that requires a collaborative and motivated mindset to meet the unique needs of the U.K. car dealers. Noting that the region has such a diversity of customers, Ní Dheá believes in embracing sheer variety as another motivator to close the next deal.
“What car dealers look for in central London is completely different from what’s needed in rural Scotland. This variety keeps the job interesting and ensures that no two days are the same,” said Ní Dheá.
With experience selling in the U.K. and across Europe for major businesses like LinkedIn and Salesforce, Ní Dheá saw joining CarGurus as an opportunity to grow as a sales leader, apply her knowledge to a new industry and cultivate a mighty team in the region.
Growth is core to Ní Dheá’s philosophy for managing a sales team, and she takes an active role in coaching — with several executive coaching accreditations to her name — the sales team to unlock their potential as they expand their presence in the market. As the team and business grow under Ní Dheá, CarGurus U.K. salespeople enjoy a unique blend of company culture. Ní Dheá describes the European branch of the CarGurus team as the best of both worlds, benefitting from the greater U.S. organization while reaping the cultural benefits of a smaller team.
“It’s the perfect blend — you get the resources and scale of a large U.S. public company but with the tight-knit collaboration, creative spirit and camaraderie of a smaller office,” said Ní Dheá.
Built In sat down with Ní Dheá to get a full introduction to her role at CarGurus, her background and what excites her most about the future of sales in the U.K. market.
Tell us about the sales team you lead. What are they selling and to whom? What keeps this job interesting for team members?
Our Dublin office supports the U.K. market, helping car dealers showcase and sell their used cars on cargurus.co.uk. To do that, our sales team of about 40 — account executives, dealer relations pros, customer success specialists and more — needs a deep understanding of our products, the wealth of data we have that helps our dealers sell, and the unique needs of dealers across the region.
You’ve been with CarGurus for about 6 months now. What excited you most about joining CarGurus? What made this the right role for you?
This role was a chance to apply everything I’d learned at companies like Salesforce and LinkedIn to a whole new industry, and with this opportunity, I’d get to run this business from end to end with the support of a robust and skilled team. I didn’t know much about CarGurus before my first interview, but was quickly drawn in by the interesting business and fantastic people. I’m excited to help CarGurus U.K. succeed in its next phase of growth.
“I didn’t know much about CarGurus before my first interview, but was quickly drawn in by the interesting business and fantastic people.”
Now that you’ve settled into your role, what have you liked the most? What’s been the biggest surprise?
CarGurus is based in Boston, where it’s known for its supportive culture. The company offers incredible benefits, tools and technology to help us succeed. What’s amazed me is how that support translates all the way to Dublin, despite us being nearly 5,000 kilometers away.
You’ve been in sales for most of your career, including in roles at Salesforce and LinkedIn. What do you like about sales? How do you feel it’s evolved in recent years?
I love the connection with customers — helping them solve problems and seeing the impact our solutions have on their business. Sales is all about relationships, and it’s incredibly rewarding to play a part in someone’s success. I also thrive on the chase; the energy that comes with closing deals is hard to beat. We celebrate every win, and when things don’t go as planned, we learn and adapt for the next opportunity.
“We celebrate every win, and when things don’t go as planned, we learn and adapt for the next opportunity.”
In recent years, especially post-pandemic, I’ve noticed customers becoming more risk-averse. With tighter budgets, smaller teams and more uncertainty overall, decision-making has become more cautious. Salespeople need to take a more consultative approach, building trust and presenting well-supported business cases to help customers feel confident in their investments.
You recently became an accredited executive coach through UCD Smurfit and the European Mentoring and Coaching Council. Why did you pursue this, and how has it helped you in your current role?
I’ve managed people — many of them managers themselves — for 15 years. I’ve always loved seeing the impact of coaching in helping them develop and grow. A few years ago, I thought, ‘Why not make it official?’ Getting formal training could make my impact go even further at work and among my broader network.
I spent a year pursuing a diploma in business and executive coaching that included 90 hours of pro bono coaching and a huge depth of psychology and coaching frameworks. The program deepened my appreciation for listening and understanding what drives people. It’s made me a better leader and, honestly, a better person.
What qualities and skills do you look for in candidates when adding to your teams?
I love to hire people who have a strong growth mindset. Whether a deal goes the way you want it to or not, it’s important to learn from every experience and embrace feedback others may have, so you can be even better next time around. This also speaks to resilience — something else I value tremendously. The best salespeople can pick themselves up after a deal doesn’t go their way and approach the next one with renewed energy and confidence. This ability to adapt and keep improving is key.
Collaboration is a core value at CarGurus and a hallmark of our sales culture. How does this show up for your team?
Yes, we’re extremely collaborative. A number of people are involved in every deal, and they are always there to help each other within and across accounts. That’s just how it is here: we win and learn together. As a smaller part of a large business, we also thrive on being quick-thinking to solve problems.
“That’s just how it is here: we win and learn together.”
I believe the foundation of collaboration is trust, and to build that, people really need to know and understand each other. Being familiar with one another’s strengths, work styles and motivations brings people together around shared responsibilities and goals. We celebrate wins, share deal stories and spend time together outside the office — like on our recent hike with dogs and kids, and on our quarterly sea swims. These moments help us build a deeper connection and make us stronger as a team.
