Manager, Account Management

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About the role

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 CarGurus Canada is building a new Account Management team to create a more proactive, consultative, and customer-centered experience for dealer partners. The Manager, Account Management will be responsible for building and leading this team from the ground up, partnering with the Senior Director of Canada to build the operating model, hiring and developing talent, and driving strong retention, adoption, and growth outcomes across the Canadian dealer base. This leader will oversee Account Managers supporting high-volume and lower-complexity accounts all the way to growth-oriented single rooftops and multi-store groups, and strategic national and multi-rooftop partnerships. The manager will ensure that each segment receives the right level of engagement, analysis, coaching, and commercial support while creating clear alignment across Account Management, Account Executives, Dealer Relations, and Canada sales leaders. The ideal candidate is an experienced people leader and builder who is comfortable making decisions in an evolving environment, while working heavily with their peers. They bring a strong point of view, extensive hiring experience, sound judgment, test new approaches, and continuously improve the team and its processes. What you'll do Build and lead the Canada Account Management function • Support the build out of the Account Management team, supporting creation of roles, responsibilities, service expectations, and rules of engagement between Account Managers + Account Executives, with the Senior Director of Canada and supporting team leaders. • Create scalable processes for account planning, customer engagement, performance reviews, churn mitigation, opportunity generation, and Salesforce documentation. • Make thoughtful, timely decisions about team structure, prioritization, resource allocation, and customer coverage as the business evolves. Hire, coach, and develop a high-performing team • Bring extensive hiring experience and a demonstrated ability to identify, attract, and select strong talent across different levels of Account Management. • Build a team culture grounded in customer centricity, accountability, collaboration, continuous learning, and high standards. • Establish clear expectations and development plans for Account Managers at every level. • Coach team members through regular one-on-ones, call and account-plan reviews, performance feedback, and career conversations. • Provide direct, timely, and actionable feedback while recognizing strong performance and addressing performance gaps fairly and consistently. Drive customer and business outcomes • Lead the team in owning dealer su

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