Associate Manager, Field Sales Account Management

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 Associate Manager, Field Account Management, is a front-line leader responsible for guiding their team of individual contributors in building, maintaining, and protecting customer revenue. This role serves as the bridge between day-to-day execution and broader team strategy-ensuring that ICs deliver on customer retention, engagement, and forecasting expectations while also supporting department-level initiatives. The Associate Manager drives accountability, promotes consistency in customer relationship management, and supports professional development for their team.
This role requires strong coaching ability, operational discipline, and the capability to model effective partnership and collaboration across functions. The Associate Manager embodies CarGurus' Core Values of moving quickly, integrity, and collaboration, and is energized by developing people while still leaning into hands-on work.
What you'll do

• Directly manage a team of 4-6 individual contributors, overseeing retention, CGR attainment, and customer engagement
• Maintain weekly 1:1s with team members to discuss customer issues, opportunities, cross-team collaboration, account planning, and career development
• Monitor and enforce KPI performance standards, including Salesforce data hygiene, to ensure consistency across the team
• Own roll-up churn forecasting for your team, providing progress reporting and surfacing strategy recommendations for large or at-risk accounts
• Act as a first-line escalation point for customer challenges, supporting ICs in navigating complex client situations
• Support execution of team- and department-level projects, contributing input and helping drive implementation
• Be an active presence on the floor and in shared communications, motivating your team and contributing to a culture of collaboration, accountability, and shared success

What you'll bring

• Coaching ability: Skilled at developing ICs in customer relationship management, communication, and retention strategy
• Operational rigor: Comfortable holding team members accountable to clear expectations, inputs, and KPIs
• Thought partnership: A proactive contributor to team initiatives and discussions, offering insights that support broader strategy
• Feedback & communication skills: Delivers constructive feedback consistently, and communicates effectively both up and down the organization
• Project execution: Capable of managing initiatives from start to finish through data-driven decision making and clear expectation setting
• Collaboration: Builds strong partnerships with cross-functional teams and promotes inclusion and belonging within the field organization
• Growth mindset: Models continuous learning, time management, and the ability to balance leadership responsibilities with IC-level awareness

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