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 is a strategic, high-impact leader responsible for the success and growth of CarGurus’ most complex and valuable enterprise partnerships. Focused on a portfolio of large, multi-rooftop dealership groups, the Field Account Manager serves as the trusted advisor and point of continuity across the customer journey, owning deep post-sale relationships, driving revenue expansion, and executing intentional, insight-led strategies to prevent churn before it starts.

Operating at the intersection of data, business strategy, and relationship management, Sr AM brings sharp commercial acumen to every conversation, working in lockstep with Sales and Product stakeholders to deliver long-term value and account health. This role requires a strong field presence, executive communication skills, and the ability to shape outcomes in complex, high-stakes environments.

What you'll do

• Own strategic, executive-level relationships across a defined portfolio of CarGurus’ highest-value dealership groups (~250 rooftops), serving as the primary post-sale partner and business advisor.
• Deliver high-stakes consultation through a diagnostic approach—deeply understanding each client’s business model, competitive pressures, operational workflows, and revenue goals to drive platform adoption and measurable results.
• Lead in-person, data-rich QBRs and executive summits that go beyond reporting—framing strategic opportunities, benchmarking against market trends, and identifying whitespace for growth and operational improvement.
• Design and execute custom success plans that align with client goals, proactively mitigate risk, and create long-term retention anchors across multiple stakeholder levels.
• Influence and accelerate growth motions in partnership with Regional Sales Directors by identifying multi-product expansion opportunities, elevating product value to C-level buyers, and supporting complex contract and renewal cycles.
• Run structured, intentional save plays when risk indicators surface—bringing together the right internal resources, designing turnaround strategies, and navigating nuanced client objections with confidence and urgency.
• Act as the client’s internal advocate across CarGurus—ensuring product, support, billing, and marketing are aligned to the account’s needs, and driving internal visibility for high-impact accounts.
• Elevate CarGurus’ value proposition by translating data and product outcomes into compelling business narratives that influence decision-making and deepen client commitment.
• Serve as a strategic voice in the field, gathering insights from client engagements to shape roadmap conversations and improve go-to-market effectiveness.

What you'll bring

• 6+ years of experience in Account Management, Customer Success, or Client Services, ideally supporting complex or strategic accounts.
• Consulting role, ideally managing complex, high-value, or enterprise accounts.
• Proven ability to lead high-touch, executive-level engagements with a mix of consultative depth, commercial savvy, and strategic influence.
• Experience building and executing account growth plans that drive multi-product adoption and long-term account expansion.
• Demonstrated success in designing proactive save motions—leveraging insight, cross-functional collaboration, and escalation strategy to retain at-risk accounts.
• Strong business acumen and storytelling skills—able to translate performance data into insights and influence across operational, marketing, and C-level stakeholders.
• Excellent organizational skills and executive presence, with a disciplined, thoughtful approach to time management and client prioritization.
• A track record of effective collaboration across cross-functional teams, including Sales, Product, and Support.
• High level of ownership, resilience, and comfort operating in ambiguous or dynamic environments.
• CRM fluency (Salesforce preferred), strong analytical skills, and comfort with reporting and data interpretation.
• Ability to be in field 20% of each month at a minimum.

The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and in addition to benefits this role may be eligible for discretionary bonuses/incentives, and restricted stock units.

US base salary range

$67,000—$84,000 USD

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