CarGurus
Manager, Account Management
Job 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
The Manager of Account Management leads a growing team that includes both individual contributors and a frontline people leader (Associate Manager). This role is responsible for elevating team performance, developing talent at multiple layers, and driving meaningful business outcomes tied to onboarding success, Dealer Engagement, churn mitigation, and Net Dollar Retention.
You’ll set the tone for a high-performing, data-driven, and collaborative culture, one anchored in clarity, accountability, and growth. As a Manager, you serve as the strategic engine behind your organization: diagnosing what’s working, fixing what’s not, and helping your people thrive.
This role blends strategic leadership, hands-on IC-style impact, and cross-functional influence. You’ll coach your Associate Manager on how to lead effectively, while also stepping into complex accounts or situations to model excellence and accelerate results. The Manager role is central to how we scale, improve, and deliver a world-class experience to our dealers.
What you’ll do
Lead the Organization
- Manage a team of Account Managers and an Associate Manager, developing leaders and ICs simultaneously.
- Build a culture that’s accountable, transparent, inclusive, and high-performing.
- Deliver clear expectations, consistent coaching, and honest feedback that drives growth.
- Hold the team and your people leader to high standards of execution and impact.
Drive Business Results
- Set and reinforce KPIs tied to onboarding health, engagement, churn mitigation, and NDR performance.
- Use data to identify trends, issues, and opportunities; act decisively to address them.
- Step into strategic or high-risk accounts to stabilize, unblock, or model best-in-class consultative skills.
- Ensure the team moves quickly, adapts to change, and focuses on outcomes, not activity.
Develop Talent at Multiple Levels
- Coach Account Managers weekly through structured 1:1s and development plans.
- Guide your Associate Manager on leadership behaviors, performance management, and team alignment.
- Build a long-term talent pipeline by identifying high-potential AMs and preparing them for their next role.
- Create opportunities for stretch work, exposure, and skill acceleration.
Be a Strategic Partner
- Help the team build proactive account strategies that drive retention and growth.
- Translate data into insights and clear, actionable direction for the team.
- Provide strategic oversight on book segmentation, coverage planning, and dealer health.
Champion the Dealer Experience
- Ensure dealers receive consistent, high-quality support that builds trust and enhances long-term value.
- Act as a senior escalation point for complex or high-visibility accounts.
- Advocate for dealer needs internally and influence cross-functional partners to solve root causes.
Collaborate Across the Business
- Partner closely with Sales, Product, Support, Marketing, and Operations to eliminate friction and improve dealer outcomes.
- Surface operational gaps and influence process improvements that strengthen AM workflows and NDR.
- Represent the AM organization’s needs and insights in cross-functional conversations.
What you’ll bring
- 4–6+ years of Account Management, Customer Success, or consulting experience
- Proven leadership experience managing people, including developing leaders or senior ICs
- Strong communicator with a bias for clarity, simplicity, and action
- Data-driven operator with the ability to diagnose problems and drive decisions
- Track record of achieving results through others, not just personal execution
- Comfortable in a fast-moving, evolving environment that demands adaptability
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.
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
