The Role
The Field Account Manager oversees dealer partnerships, managing account performances, educating dealers, and driving product growth while fostering relationships to prevent churn.
Summary Generated by Built In
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 consultative and strategic partner responsible for managing and growing a portfolio of mid-to-large dealerships and dealer groups. As the primary point of contact post-sale, FAM L1 owns the full customer lifecycle from onboarding and ramp to annual business review and expansion. This role combines deep product expertise, data-driven performance analysis, and strong relationship management to ensure every client sees measurable success and long-term value from their CarGurus partnership.
FAMs work closely with Regional Sales Directors and internal stakeholders to identify growth opportunities, mitigate churn risk, and deliver a seamless, ROI-focused client experience.
What you'll do
What you'll bring
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).
Position Pay Range
$80,000 - $100,000 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
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 consultative and strategic partner responsible for managing and growing a portfolio of mid-to-large dealerships and dealer groups. As the primary point of contact post-sale, FAM L1 owns the full customer lifecycle from onboarding and ramp to annual business review and expansion. This role combines deep product expertise, data-driven performance analysis, and strong relationship management to ensure every client sees measurable success and long-term value from their CarGurus partnership.
FAMs work closely with Regional Sales Directors and internal stakeholders to identify growth opportunities, mitigate churn risk, and deliver a seamless, ROI-focused client experience.
What you'll do
- Manage a Strategic Book of Business: Support a portfolio of approximately 150-250 paying accounts across 40-50 dealership groups, including a mix of medium to large accounts.
- Lead Onboarding: Drive successful onboarding for new clients and product additions, ensuring a smooth handoff from Sales and fast time-to-value.
- Build Deep Relationships: Establish trust with decision-makers and dealership staff, becoming a go-to resource and advisor for all things CarGurus.
- Deliver Quarterly Business Reviews: Coordinate and lead in-person and virtual QBRs, sharing data-driven insights, strategic recommendations, and actionable performance guidance.
- Drive Growth: Partner with Sales Teams to support Annual Business Reviews, uncover product expansion opportunities, and influence multi-product adoption.
- Showcase ROI: Use platform usage data, performance trends, and competitive benchmarks to clearly articulate the value CarGurus delivers.
- Mitigate Churn Risk: Monitor account health and engagement signals to proactively address dissatisfaction, disengagement, or risk of cancellation.
- Expand Platform Engagement: Educate clients on the full capabilities of CarGurus' tools, reports, and best practices to improve performance and adoption.
- Coordinate Cross-Functionally: Act as a connector between clients and internal teams (Support, Product, Billing, Engineering), ensuring swift resolution of issues and effective feedback loops.
- Be the Voice of the Customer: Advocate for client needs internally by surfacing trends, identifying gaps, and contributing to product and process improvements.
- Travel In-Market: Quarterly travel to support in-person client engagements and relationship-building efforts.
What you'll bring
- 3-5 years of experience in Account Management, Customer Success, or Client Services, ideally supporting complex or strategic accounts.
- A proven ability to drive retention and growth through strong relationship-building, consultative guidance, and insight-driven engagement.
- Excellent communication skills, with comfort in presenting data and recommendations to stakeholders at all levels.
- Strategic problem-solving skills with the ability to analyze data, spot trends, and develop action plans.
- Strong time management and organizational skills to balance a large, dynamic book of business.
- Adaptability and resilience in a fast-moving, evolving business environment.
- Experience working cross-functionally with sales, support, product, and technical teams.
- Proficiency in Google Workspace and/or Microsoft Office; CRM experience (e.g., Salesforce) a plus.
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).
Position Pay Range
$80,000 - $100,000 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
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The Company
What We Do
Headquartered in Boston, Massachusetts, CarGurus is the #1 visited digital auto platform in the U.S. for shopping, buying, and selling new and used vehicles and an award-winning place to work. We give drivers and dealers the confidence to buy or sell cars exactly how they want: online, in-person, or a combination of both. Our culture fosters kindness, collaboration, and innovation, while empowering Gurus with opportunities and resources to fuel their career growth. We aim to give all people—consumers, dealers, and our employees—the power to reach their destination.
Why Work With Us
Being a top destination for buying and selling vehicles requires collaboration, innovation, and fresh perspective. So we empower our Gurus with opportunities and support that help them confidently contribute and continuously grow as their authentic selves. Amazing benefits and perks and development programs underscore our commitment to our people.
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About our Teams
CarGurus Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Our hybrid working model emphasizes flexibility and open communication. Employees are expected to work with their managers to align on the rhythm that works best for their specific role and teams.
Typical time on-site:
Flexible
