Emanuel Riggins
Canton,MA
Summary
People-first sales leader with 12+ years of experience developing top talent, building high-performing teams, and executing sales strategies that deliver measurable results. At CarMax, launched a leadership development program that promoted 4 associates from team lead to team manager, and drove a 30% lift in customer service KPIs through hands-on coaching and structured development. At CarGurus, achieved 140% quota attainment, ranking #21 across all Inside Sales AEs, while saving $133K+ in at-risk advertiser revenue. A collaborative, data-driven leader with a proven ability to attract, develop, and retain talent while consistently exceeding revenue targets.
Overview
10
10
years of professional experience
Work History
Escalations Account Executive
CarGurus
Boston, MA
08.2024 - Current
- Achieved 140% quota attainment, ranking #21 across the entire Inside Sales organization and averaging 195% of monthly MRR retention targets.
- Saved $133K+ in at-risk advertiser revenue through data-driven optimization recommendations and a personalized outreach cadence.
- Ranked #1 for retaining cancelling advertisers at same-rate re-signs.
- Partnered cross-functionally to build sales programs, talk tracks, and negotiation tactics that improved team-wide performance and drove upsells.
- Served as a peer leader for junior L1 associates — mentoring the cohort, strengthening team culture, and presenting collaboration strategies company-wide.
Sales Manager
CarMax
Norwood, MA
09.2023 - 08.2024
- Led a 14-person sales team, surpassing 6-month store targets by 21%.
- Designed and launched sales programs and incentive tools that drove a 9% increase in customer experience scores.
- Owned the full talent lifecycle — hiring, onboarding, coaching, and developing top sales talent through regular 1:1s and monthly performance reviews.
- Analyzed sales data to identify revenue opportunities and executed targeted solutions that improved close rates and operational efficiency.
Customer Experience Manager
CarMax
Atlanta, GA
06.2020 - 08.2023
- Led performance improvement plans for 16 associates, using KPI analysis and personalized coaching to drive measurable growth.
- Lifted customer service KPI scores by 30% for underperforming associates through structured weekly coaching and hands-on training.
- Built and ran a 6-month leadership development rotation that graduated 4 associates into leadership roles.
- Achieved a 92% Associate Satisfaction score through transparent communication and feedback-driven team improvements.
Founder
Emanuel Lee Enterprises Inc.
Boston, MA
06.2016 - 04.2020
- Launched and scaled a private transportation company serving daycare centers, charter schools, and nonprofits across Greater Boston.
- Negotiated multi-year institutional contracts and drove $50K in annual profit growth through budget restructuring and vendor renegotiation.
- Managed daily operations for 200+ students across 20 routes, overseeing scheduling, staffing, and state compliance.
Education
Bachelor of Science - Organizational Communication
Assumption University (formerly Assumption College)
Worcester, MASkills
- Team Leadership & Coaching
- High-Impact Talent Development
- Talent Acquisition & Retention
- Sales Strategy & Execution
- Customer Obsession
- Advertiser Relations & Retention
- Cross-Functional Collaboration
- Data-Driven Decision Making
- High-Level Negotiation
- Sales Programs & Tools Development
- Performance Management
- Stakeholder Management
Timeline
Escalations Account Executive
CarGurus
08.2024 - Current
Sales Manager
CarMax
09.2023 - 08.2024
Customer Experience Manager
CarMax
06.2020 - 08.2023
Founder
Emanuel Lee Enterprises Inc.
06.2016 - 04.2020
Bachelor of Science - Organizational Communication
Assumption University (formerly Assumption College)