Digital Retail Performance 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

CarGurus is seeking a dynamic and talented individual to join our team as a Digital Retail Performance Manager. In this role, you will partner with high-value CarGurus customers to deliver targeted support in pursuit of optimizing results with CarGurus. You will play a vital role in developing and leading on-site training and ongoing coaching to dealership employees, empowering them with the knowledge and tools to optimize lead handling, improve customer connections, and drive return on investment. This role isn’t just being a ‘trainer’; You must directly impact how dealers perceive the value of CarGurus’ products and services through real results at the dealership level. This role requires robust collaboration across CarGurus teams, partnering with stakeholders across Commercialization, Product, Marketing, and Sales & Service to achieve shared goals. Additionally, you will communicate dealer feedback and experiences internally to provide insights for product roadmap development and refinement, directly impacting how CarGurus shows up in the market.

What you'll do

• Leverage your automotive expertise to create and develop resources to deliver the best training and service for internal CarGurus teams and external dealer customers.
• Provide engaging on-site training and support to dealership employees, focusing on lead handling optimization, customer communications, and CarGurus product expertise.
• Gather and summarize dealer feedback and your own experiences, then proactively communicate this to CarGurus leadership and stakeholder groups.
• Collaborate with stakeholders across Commercialization, Product, Marketing, and Revenue teams to share learnings and insights through written documents, in-person and virtual presentations, and other channels.
• Indirectly drive organic account growth, CarGurus product adoption, and reduce churn events through a consultative approach to relationship management.

What you'll bring

• Previous experience in dealership operations, sales, F&I, or BDC & Internet department management, minimum of (5) years.
• Ability to travel nationwide, up to multiple days each week if needed.
• Strong communication and interpersonal skills with the ability to collaborate effectively with cross-functional teams. You believe that proactive communication can reduce friction, improve relationships, and drive business results.
• Confidence in delivering information publicly and leading meetings, through in-person and virtual channels to audiences small and large. Prior experience here is ideal.
• As a lover of data, you are adept at compiling & reporting on performance metrics while using this as a basis for decision-making.
• Place high value on your personal brand and how it is perceived by dealership and CarGurus customers. Giving your best to everyone you encounter each day matters to you.
• Ability to operate with a high level of autonomy and thrive in ambiguity and change, while maintaining an ownership mentality
• Derive personal and professional satisfaction by expertly supporting CarGurus dealer customers adopt processes, tools, and technology to achieve their business goals.
• Proven track record to work cross-functionally, reconcile direction from multiple stakeholders, and manage tension between a variety of responsibilities.