National Field Account Manager
TLDR
Oversee and grow a portfolio of high-value automotive marketplace clients while focusing on client retention and upsell opportunities through data analytics and collaboration with internal teams.
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
We are seeking a dynamic and results-driven National Field Account Manager to oversee and grow a portfolio of high-value automotive marketplace clients. You will be responsible for managing a book of business with 4 to 6 Top 100 Dealer Groups in the US that have between 500 - 800 rooftops. This role focuses on client retention, identifying upsell opportunities, onboarding clients, and driving long-term success. The ideal candidate possesses a deep understanding of our products, services, and data analytics while being comfortable with 25% travel to maintain and strengthen client relationships.
What you'll do
- Serve as the primary point of contact for a portfolio of enterprise-level automotive clients.
- Develop and maintain strong relationships with key stakeholders to ensure high retention rates and account growth.
- Identify and execute upsell and cross-sell opportunities to maximize client value and revenue.
- Lead the onboarding and implementation process for new clients, ensuring a seamless transition and adoption of our solutions.
- Utilize data analytics to provide strategic insights, performance analysis, and recommendations to clients.
- Act as a trusted advisor by demonstrating a deep understanding of our platform, tools, and industry trends.
- Collaborate with internal teams, including sales, product, and customer success, to address client needs and enhance service offerings.
- Travel up to 25% of the time for client meetings, industry events, and strategic business development.
What you'll bring
- 5+ years of experience in account management, client success, or sales, preferably within the automotive, SaaS, or digital marketplace industry.
- Proven ability to manage large books of business with a strong track record of retention and revenue growth.
- Strong analytical skills with experience leveraging data insights to drive decision-making.
- Exceptional communication, negotiation, and presentation skills.
- Strong time management, organization skills and ownership.
- Ability to thrive in a fast-paced, evolving industry and proactively solve complex challenges.
- Proven ability to prioritize across multiple initiatives reactively and proactively.
- Track record of strategic collaboration and strong communication skills.
- Experience with CRM tools (Salesforce preferred) and Google Suite (and adjacent) expertise is a plus.
- Willingness to travel up to 25% for in-person client engagement.
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
Benefits
Equity Compensation
best-in-class benefits and compensation, including equity for all employees, both when they start and as they continue to grow with us
Free Meals & Snacks
thoughtful perks like daily free lunch
New car discount & wellness apps
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 is an online automotive platform that connects buyers with sellers, allowing users to compare listings for new and used cars while providing unbiased reviews and financing options. Tailored for car shoppers and sellers alike, it stands out for its commitment to trust and transparency in the car buying process.
- Founded
- Founded 2005
- Employees
- 500+ employees
- Industry
- Automotive