Manager, Field Sales

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 Manager, Field Sales (Metro) leads, coaches, and develops a team of Regional Sales Directors (RSDs) within the CarGurus Metro Field organization. This role is responsible for driving net revenue growth, field execution excellence, and dealer engagement across assigned territories. The ideal candidate combines strategic acumen with strong in-market leadership, serving as both a data-driven operator and a hands-on coach in the field.
What you'll do

• Drive Performance & Accountability: Lead your team to achieve and exceed MRR, Net, and Churn goals through disciplined pipeline management, forecasting accuracy, and performance transparency.
• Coach & Develop Talent: Conduct ongoing in-market coaching, ride-alongs, and structured development sessions focused on value-based selling, territory planning, and professional growth.
• Champion Field Presence: Set the tone for in-person engagement by maintaining a visible field presence alongside your team. Supporting strategic account conversations, expansion opportunities, and executive-level dealer relationships.
• Operational Excellence: Ensure CRM and reporting discipline, region reviews, and forecasting processes are consistently executed to CarGurus standards.
• Cross-Functional Collaboration: Partner closely with Peer group, Product, Marketing, Enablement, and Revenue Operations to roll out new programs and tools that accelerate growth and improve the dealer experience.
• Strategic Leadership: Analyze market trends, competitive activity, and team performance to identify opportunities and influence go-to-market strategy within your region.
• Culture & Communication: Foster a culture of trust, accountability, and integrity through clear communication, recognition, and alignment with CarGurus' Core Values.

What you'll bring

• Proven success leading high-performing field sales teams in complex, multi-market environments.
• Deep understanding of sales metrics, forecasting, and territory management.
• Excellent communication and executive-level presentation skills.
• Strong organizational, prioritization, and analytical abilities.
• Leadership presence with the ability to motivate, challenge, and develop others.
• Proficiency with Salesforce, Google Suite, and related sales technology.
• Willingness to travel regularly, approximately 50% of any given month.
• Bachelor's degree or equivalent experience.
• Automotive experience preferred but not required.
• Minimum of 5 years of relevant experience, including people management and in-field sales leadership.

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
$192,000 - $240,000 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