Field Account Manager

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

The Field Account Manager (FAM) role oversees our largest Dealer Partnerships and is responsible for the end-to-end lifecycle of paying customers. A FAM has a strong relationship with both internal (Regional Sales Directors) and external (Dealer Partners) stakeholders. As the primary contact for dealers and dealer groups, FAMs are responsible for providing an effective and communicative consultative performance analysis and technical support experience to ensure dealers are getting a top-quality experience and results from their CarGurus subscription. FAMs work closely with Regional Sales Directors (RSD) to drive growth within the existing customer base through product upgrades, new product sales, and renewals. Through effective relationship management and proactive engagement, the primary objective of a FAM is to protect against dealership churn and drive the growth of product and services usage.

What you'll do

• Manage account base of roughly 250-300 paying accounts (6-10 National groups)
• Become a subject matter expert on all CarGurus products (Listings Packages, Digital Suite, Data, Wholesale, and Retailing products)
• Complete post-sale onboarding for new dealerships and dealership personnel
• Provide dealership and group-level performance analysis; identify areas of potential improvement
• Educate dealers on how to maximize the value of the CarGurus platform by leveraging tools, reports, and best practices
• When appropriate, work with customer to follow-up on technical, billing, and content issues
• Advance cross-departmental collaboration (Support, Billing, Data Integrity, Product and Engineering) to convey key issues and promote new ideas within the CarGurus organization
• Develop deep and wide-ranging relationships with dealership decision makers and staff, increasing our span of influence and the number of CG Champions within the dealership
• Prospect, identify, and qualify upsell/cross-sell opportunities and renewal candidates to directly support MRR expansion efforts
• Generate and progress sales-qualified leads to be closed by Regional Sales Directors.

Who You Are

• Bachelor’s Degree, with at least 2 years of Account Management or Client Services experience.
• Ability to adapt quickly to change, within an ever-evolving business environment.
• Analytical capacity (data analysis, recognizing performance trends and causality).
• Microsoft office experience (Excel, PowerPoint).
• Self-starter mentality , strong internal motivation.

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.

We welcome all

CarGurus strives to be a place to which people can bring the ultimate expression of themselves and their poten