Head of Account Management, MOTORS & Cazoo
Maternity Cover
Salary not provided
+ An annual bonus scheme or commission plans for our Commercial team
Senior and Expert level
London
2 days a week in office (Richmond, London)
Online used car marketplace
Posted today
Online used car marketplace
101-200 employees
B2BLifestyleMarketplaceCarsConsumer GoodseCommerce
Posted today
Salary not provided
+ An annual bonus scheme or commission plans for our Commercial team
Senior and Expert level
London
2 days a week in office (Richmond, London)
101-200 employees
B2BLifestyleMarketplaceCarsConsumer GoodseCommerce
Company mission
To better connect buyers and sellers of vehicles and reduce consumer frustrations with the search process through smart, intuitive products.
Role
Who you are
- Leadership: Proven experience leading multi-layered sales or account management teams
- Preferable experience working within automotive, digital marketplaces, or high-volume B2B SaaS/digital environments
- Commercial Acumen: Track record of managing £multi-million revenue portfolios, driving customer growth, and improving retention
- Change Management: Demonstrated experience leading teams through change (e.g., CRM implementations, billing systems, or major process transformations)
- Execution: Superb ability to balance high-level strategic thinking with hands-on, tactical execution
What the job involves
- We are seeking a dynamic Head of Account Management to lead our account management function, taking responsibility for a portfolio of £50m+ revenue across 5,000 independent dealers
- Leading 4 Manager-level direct reports and a wider team of 30+ Account Managers, you will drive a step-change in performance, dealer engagement, and commercial impact as we evolve into a high-growth, challenger automotive marketplace
- This role is critical in shifting our approach from reactive account management to proactive, insight-led dealer partnerships. You will lead the team through a major phase of transformation, including an updated version of our CRM platform, a billing partner transition, and a cultural reset focused on pace, accountability, and agility
- Reports To: Sales Director
- Contract Type: Fixed Term Contract (12 months)
- Revenue & Retention: Deliver revenue growth, retention, and ARPD (Average Revenue per Dealer) across a large independent dealer base
- Platform Health: Drive increased stock levels, quality of listings, and dealer engagement on the platform
- Identify and unlock growth through:
- Dealer segmentation (high value vs. long tail)
- Upselling premium products (e.g., visibility packages, featured listings)
- Improving conversion from stock sales
- Strategic Relationships: Build deeper, more strategic relationships with key independent dealers and buying groups
- Consultative Selling: Shift the team towards consultative, insight-led conversations (focusing on performance, pricing, stock mix, and digital presence)
- Value Positioning: Position the company as a growth partner, not just a listings platform, moving the mindset from ‘Here are your leads’ to ‘Here’s how you grow your business on our platform.’
- Team Development: Lead, coach, and develop 4 managers and the wider account management teams
- Embed clear goals focused on:
- Dealer activation & retention
- Revenue per dealer
- Stock upload and live listings
- Lead conversion
- Drive sales discipline through robust pipeline management, structured account plans, and regular performance reviews
- CRM Evolution: Lead the function through CRM updates and full adoption to improve visibility of dealer performance, activity tracking, and data-driven decision-making
- Billing Transition: Oversee the transition to a new billing partner, ensuring minimal dealer disruption, clear communication, and improved commercial transparency
- Cultural Reset: Use this transformation phase as a catalyst to reset standards, behaviours, and ways of working
- Instil a fast-paced, agile, challenger culture across the team that rewards ownership, accountability, a bias for action, and a continuous test-and-learn approach
- Leverage CRM and marketplace data to identify underperforming dealers, spot growth opportunities, and drive targeted interventions
- Build a culture where account managers use data insights to challenge dealers and recommend actions to improve their performance
- Internal Alignment: Partner closely with all areas of the business focusing particularly on Product, Marketing, and Commercial Operations to improve the overall dealer experience
- Success Looks Like:
- Tangible growth in dealer revenue, retention, and share of wallet
- Increased stock levels and listing quality across the platform
- Measurable improvement in dealer engagement and satisfaction
- Successful rollout and full team adoption of the new CRM and billing platforms
- A highly visible shift to a high-performance, challenger sales culture
- Stronger positioning of the company as a trusted, consultative dealer growth partner
Application process
- We usually respond within two weeks
Salary benchmarks
Our take
Used car marketplace MOTORS has had quite the journey, having been founded by a partnership between the Daily Mail and General Trust before its acquisition by Cox Automotive and, subsequently, Gumtree. Now, it’s an independent used car marketplace that hosts hundreds of thousands of used cars, as well as reviews, guides and advice.
With fifteen years of experience behind it, MOTORS has capitalised on its ownership journey to become the go-to used car marketplace for the UK. Operating within a challenging economy, MOTORS is in a strong position, even buying “household name” and competitor Cazoo, which went into administration in 2024. This suggests that MOTORS will continue to maintain its nation-leading position in the sector.
Freddie
Company Specialist at Welcome to the Jungle
Insights
12% employee growth in 12 months
Company
Company benefits
- Discretionary Bonus or Commission based roles
- Pension Scheme - We more than match your commitment to the future, when you contribute 6% to your pension pot , we put in 9%, taking your total up to 15% of your base salary.
- Make an Impact Awards: Quarterly value-led awards with cash prizes and a £1,000 team experience on offer.
- Hybrid and UK Remote working depending on role
- Generous Family Friendly Leave: Maternity/Pregnant Parent Leave: 20 weeks at 100% pay,. Paternity/Non-birth Parent Leave: 12 weeks at 100% pay.
- Private Healthcare Insurance - High-level coverage for you, partners, and dependents—including pre-existing conditions.
- Private Dental insurance through Bupa - Level 2 coverage for cashback on preventative, restorative and emergency care.
- Online private GP service - 24/7 digital access via Help@Hand.
- Generous sick pay support - 13 weeks of sick pay, before going onto Long term Illness cover with Canada Life
- Life assurance policy (x4 Life Assurance)
- Social & Inclusion Calendar - packed with events
- Free food and beverage in our office locations
- 25 days annual leave (Plus Bank Holidays) to start. We reward loyalty: +2 days after 2 years, plus an extra day for every year after (reaching a 30-day max).
- We offer 2 volunteer days a year so you can help out wherever matters to you.
- Specialist Support: Free counseling and menopause/fertility support via Peppy.
- Upskill Budget: Every manager has a dedicated budget for your specific role development.
- Leadership Track: Custom training programs designed for our current managers.
- Tech Choice: Your choice of a MacBook or Windows laptop.
- Perks@Work: Discounts at over 30,000 retailers and entertainment venues.
- Company Events: Annual Ignite Conference (past guests include Damien Hughes, Nick Fry, & Matthew Syed).
- Celebrations: Whether it’s our Summer bash or the annual festive party, we make sure we take the time to bring everyone together and celebrate in style.
- Automotive advocates: We provide tickets to the annual British Motor Show, giving our team a front-row seat to one of the biggest events in the UK car calendar.
- Pitchside Perks: We’re proud partners of Brentford FC, and we share the rewards with you. From tickets to Men’s and Women’s matches to the bucket-list opportunity to actually play on the pitch yourself, we bring you closer to the action.
Company HQ
Richmond, UK
Articles
Leadership
Barry Judge
(CEO)Former CEO & current Board Member at houza. They are also the former CEO of OLX, dubizzle, and dealglobber.com (which they Co-Founded).
People progressing
Head of Account Management.
Diversity, Equity & Inclusion at MOTORS & Cazoo
Rhys Shipman (Talent Acquisition Partner )
- Here at MOTORS & Cazoo, we’re striving to foster a culture of belonging and empowerment, a place where everyone can be celebrated for who they are, with equal opportunities for growth and career development.
- We understand that having diverse and inclusive teams fuels creativity and stronger performance. That’s why we’re committed to discovering new talent so that when you join us, you can be you! We know we’re not perfect, and true inclusion and belonging is a journey. As part of our commitment to create inclusion for all in 2023, listed below are a few of the things we’re up to. And that’s really just the start!
- Improve equitable hiring processes by removing bias from job applications
- Delivering training on Unconscious Bias, Culture And Identity Awareness, & Inclusive Leadership
- Celebrating diversity through our company-wide inclusion calendar
- Fostering Community Groups (ERGs) with investment for each group
- Continuing our People Ambassador Programme to have more representative voices involved in decision making
- Accelerating diverse talent through a mentoring programme
- Sponsorship to attend an external coaching programme to elevate women’s voices
- Partnering with charitable organisations to drive inclusion and belonging within wider communities
- Reviewing the accessibility of our workplace, practices and policies
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