Field Account Manager, Level 2
Headquartered in Boston, Massachusetts, CarGurus is the all-in-one platform that’s moving the entire car shopping journey online and guiding customers through each step. This includes everything from selling an old car to financing, purchasing, and delivering a new one. Today, millions of consumers visit cargurus.com each month, and more than 30,000 dealerships use our products. We have a people-first culture that fosters kindness, collaboration, and innovation, while empowering our Gurus with tools and resources to fuel their career growth. Our goal is to give all people—consumers, dealers, and our employees—the power to reach their destination.
Job Description
Role overview
The Field Account Manager, Level 2 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/FAM L2 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.
Role overview
The Field Account Manager, Level 2 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/FAM L2 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.- 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.
- 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.
