Senior Manager, Strategic Partnerships
CarGurus · Boston, Massachusetts, United States
About this 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
We are looking for a highly motivated and commercially driven leader to help grow and scale CarGurus’ most strategic partnerships. This person will have the unique opportunity to define, launch, manage, optimize, and expand high-impact partnerships across the CarGurus ecosystem. The role will be highly cross-functional, and a successful candidate will possess strong analytical horsepower as well as exceptional communication, leadership, and organizational qualities.
What You'll Do:
- Define and execute partnership strategy aligned with CarGurus’ long-term growth and product priorities
- Source, evaluate, and prioritize strategic partnership opportunities across automotive, technology, and adjacent industries
- Lead end-to-end partner contracting from ideation through deal completion including business case development, financial modeling, contract negotiation, and deal structuring
- Work cross-functionally to launch, scale, and optimize partnership-driven products and initiatives
- Own and track key performance indicators including revenue, growth, and operational metrics—presenting actionable insights and recommendations that drive business outcomes
- Build compelling business cases for partnerships and present recommendations to senior stakeholders to inform investment and prioritization decisions
- Establish performance tracking frameworks and continuously optimize partnership impact
- Manage and develop team members, fostering analytical rigor, commercial excellence, and strong execution discipline
What You’ll Bring:
- 8+ years of professional experience, including 2+ years of related experience in partnerships, business development, corporate development or related field & 1-3 years of people management experience preferred
- Experience owning new partner contracting from ideation through deal completion required including: financial modeling, contract negotiations, contract review, and deal-building
- Bachelor’s degree required; MBA or advanced degree a plus
- Strategic attitude with a history of developing impactful ideas and delivering measurable results
- Excellent analytical skillset—able to translate quantitative and qualitative inputs into actionable strategic direction
- Strong financial and commercial acumen
- Proactive, well-organized, and detail-oriented
- Ability to effectively track and report on project goals, progress, and results
- Outstanding communication and presentation skills, with experience influencing senior leadership
- Comfort working in a dynamic and fast-paced environment
- Comfortable working on complex and sometimes undefined initiatives
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
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