- Location
- Boston, Massachusetts, United States · Boston (1001 Boylston Street)
- Type
- Full-time
- Department
- Sales
- Seniority
- Manager
- Experience
- 15+ years
Description
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 Canada is building a new Account Management team to create a more proactive, consultative, and customer-centered experience for dealer partners. The Manager, Account Management will be responsible for building and leading this team from the ground up, partnering with the Senior Director of Canada to build the operating model, hiring and developing talent, and driving strong retention, adoption, and growth outcomes across the Canadian dealer base.
This leader will oversee Account Managers supporting high-volume and lower-complexity accounts all the way to growth-oriented single rooftops and multi-store groups, and strategic national and multi-rooftop partnerships. The manager will ensure that each segment receives the right level of engagement, analysis, coaching, and commercial support while creating clear alignment across Account Management, Account Executives, Dealer Relations, and Canada sales leaders.
The ideal candidate is an experienced people leader and builder who is comfortable making decisions in an evolving environment, while working heavily with their peers. They bring a strong point of view, extensive hiring experience, sound judgment, test new approaches, and continuously improve the team and its processes.
What you'll do
Build and lead the Canada Account Management function
- Support the build out of the Account Management team, supporting creation of roles, responsibilities, service expectations, and rules of engagement between Account Managers + Account Executives, with the Senior Director of Canada and supporting team leaders.
- Create scalable processes for account planning, customer engagement, performance reviews, churn mitigation, opportunity generation, and Salesforce documentation.
- Make thoughtful, timely decisions about team structure, prioritization, resource allocation, and customer coverage as the business evolves.
Hire, coach, and develop a high-performing team
- Bring extensive hiring experience and a demonstrated ability to identify, attract, and select strong talent across different levels of Account Management.
- Build a team culture grounded in customer centricity, accountability, collaboration, continuous learning, and high standards.
- Establish clear expectations and development plans for Account Managers at every level.
- Coach team members through regular one-on-ones, call and account-plan reviews, performance feedback, and career conversations.
- Provide direct, timely, and actionable feedback while recognizing strong performance and addressing performance gaps fairly and consistently.
Drive customer and business outcomes
- Lead the team in owning dealer success, product adoption, retention, and growth throughout the customer lifecycle.
- Lead Account Managers to deliver the right level of engagement across dealer segments—from efficient, proactive high-volume coverage and churn mitigation, to consultative partnerships that demonstrate CarGurus ROI and drive adoption and expansion, to strategic, insight-led engagement for high-value and complex dealership groups through executive relationships, performance reviews, success plans, and proactive save motions.
- Communicate team performance and KPI’s, using relevant data to identify risk, measure impact, improve coverage, guide decisions, and balance customer outcomes, engagement quality, retention, and growth.
- Encourage partnership with Account Executives to identify and qualify cross-sell, upsell, renewal, and revenue-recapture opportunities.
- Support the team navigate complex churn conversations, cancellations, contract questions, escalations, billing issues, technical issues, and product adoption challenges.
- Build strong working relationships with cross functional teams to resolve issues and improve the dealer experience.
What you'll bring
- A minimum of 2 years of experience leading, coaching, and developing a customer-facing sales, account management, customer success, or client services team.
- Extensive experience hiring and building teams, evaluating talent, making hiring decisions, and onboarding new employees.
- A track record of improving retention, customer engagement, adoption, expansion, or other measurable customer and business outcomes.
- The ability to coach across a range of account segments, from high-volume transactional coverage to complex, executive-level partnerships.
- Excellent communication, presentation, and stakeholder-management skills.
- A willingness to evolve, experiment, receive feedback, provide feedback, and change course when the evidence supports a better approach.
- The ability to work collaboratively with the Director of Canada and existing Canada leaders while also taking ownership and moving work forward independently.
- Strong organizational skills, attention to detail, and ability to manage multiple priorities in a fast-paced environment.
The displayed range represents the expected annual base salary / On-Target Earnings (OTE) for this position. On-Target Earnings (OTE) is inclusive of base salary and on-target commission earnings, which applies exclusively to sales roles.
Individual pay within this range is determined by work location and other factors such as job-related skills, experience, and relevant education or training.
This annual base salary forms part of a comprehensive Total Rewards Package. In addition to benefits, this role may qualify for discretionary bonuses/incentives and Restricted Stock Units (RSUs).
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.
CarGurus may require in-person interviews as part of our hiring process, particularly for positions based in our Boston and Dublin offices. Candidates selected for an in-person interview will be notified in advance. Please be aware that travel expenses are the responsibility of the candidate.
We welcome all
CarGurus strives to be a place to which people can bring the ultimate expression of themselves and their potential—starting with our hiring process. We do not discriminate based on race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. We foster an inclusive environment that values people for their skills, experiences, and unique perspectives. That’s why we hope you’ll apply even if you don’t check every box listed in the job description. We also encourage you to tell your recruiter if you require accommodations to participate in our hiring process due to a disability so we can provide the appropriate support. We want to know what only you can bring to CarGurus. #LI-Hybrid
