Senior Sales Acceleration Partner, Account Management at CarGurus

This role is designed for a high-performing B2B professional who has moved beyond individual contributing and now finds joy in "coaching the coaches." You are l

Work type: hybrid

Location: Boston, Massachusetts, United States

Salary: $112,000 – $140,000/yr

Type: Full-time

Summary

This role is designed for a high-performing B2B professional who has moved beyond individual contributing and now finds joy in "coaching the coaches." You are likely a former top-performing Account Manager or Customer Success Lead who has direct experience managing teams or mentoring pods. The ideal candidate is someone who can look at Salesforce data and Gong recordings to identify why a team is struggling and then design the specific routines to fix it. The compensation is competitive ($112k–$140k OTE) and includes equity (RSUs) for all employees. While this is a hybrid role requiring 60% in-office time in Boston, the perks are substantial: daily free lunch, commuting coverage, and a "people-first" culture that prioritizes professional development. You’ll gain high visibility by influencing directors and cross-functional leaders without needing formal authority. **You might be a good fit if you...** * Have a proven track record in the top 25% of a quota-carrying AM or Sales role. * Are an expert at using Salesforce and Gong to translate raw data into actionable coaching. * Prefer building repeatable systems and "Growth Labs" over just closing individual deals. * Excel at "plain language" communication—turning complex strategies into simple, executable checklists.

Job Description

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

Your job is simple to say, hard to do: help create the growth and development environment where Account Management leaders can become world-class coaches. You do that by spotting what works, sharpening how managers coach, and turning good ideas into repeatable habits on the team.

You embed in and align with the Inside, Field, and National Account Management teams as a peer resource to our managers. You help them see the work more clearly, coach more directly, and use our tools and frameworks the right way.

This is a high‑visibility role. People across the Revenue organization will see and know your work. You’ll have the opportunity to lead large group trainings, team specific workshops, and small group coaching sessions we call “Growth Labs”.

What you'll do

• Pick the right problems. Use churn performance data, client engagement data, and live conversational insights to find the biggest wins for Account Management teams. Turn those into clear coaching opportunities that support our revenue objectives.

• Make our Engagement Frameworks Real: Help managers coach their teams with our Value‑Based Selling & Servicing frameworks.

• Coach the coaches: Join manager coaching sessions, listen to calls, and help leaders turn fuzzy feedback into sharp coaching moments they can repeat every week.

• Stand up simple routines. Build light, repeatable cadences—scorecards, check‑ins, labs—that help managers watch the right numbers and the right calls without drowning in dashboards.

• Support onboarding. Work with Enablement and Revenue Onboarding so new AMs learn our customers, tools, and playbooks the same way, every time.

• Tell the story. Share what’s working and what’s not with directors and cross‑functional partners in plain language: here’s the problem, here’s what we tried, here’s what changed and here’s what we learned.

• You’ve developed in a quota‑carrying B2B Account Management, Customer Success, or Sales role and performed in the top 25% of your peer set. You know what good looks like on the floor.

• You’ve run books of business, managed renewals or expansions, and lived with a target. You care about churn, deal health, and product mix because you’ve been paid on them.

• You may or may not carry the title today, but you think like a manager. You’ve led pods, mentored reps, or managed teams and want to spend more of your day making other people better. (Direct people‑management experience is preferred.)

• You can push leaders and partners without a title. You’ve influenced cross‑functional stakeholders without direct authority.

• You’re comfortable in Salesforce, and Call Intelligence platforms like Gong. You can pull your own views, spot a pattern, and turn it into a simple coaching prompt or checklist.

• You speak and write in plain language. Short sentences with actionable insights and clear asks.

• You like being where the action is. You’re expected to meet and exceed 60% in‑office time and you use that time to sit with managers, join meetings, and listen to calls.

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
$112,000—$140,000 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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