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
CarGurus is hiring a Senior Sales Data Analyst to support our Inventory & Data pillar as we build, sell, and scale the next generation of dealer software.
You’ll serve as a core analytical partner for a high-growth pillar, translating disparate signals from Salesforce, Gong, and internal product telemetry into the data foundations our go-to-market organization needs to scale. Your work will bridge the gap between complex raw data and the repeatable, high-impact reporting that drives execution across the full dealer journey with our products.
You’ll partner closely with Sales, Product, Engineering, and Operations leaders to build the data foundations behind a new team-selling motion and a growing software portfolio. It’s ideal for someone who enjoys building in ambiguity, shaping new processes, and helping a business scale with the right metrics from the start.
The ideal candidate is an advanced SQL practitioner who is equally comfortable partnering with Engineering on CRM and reporting design as they are coaching stakeholders on how to interpret and act on data. They’re energized by being early to a new business and building from the ground up.
What you’ll do
Build the pillar’s GTM analytics foundation
- Own pipeline, install base, and churn reporting for the pillar’s products, turning early prototypes into scalable, repeatable views.
- Build demo-to-close analytics: demo volume, no-shows, source attribution, and downstream MRR impact. Surface insights from Gong customer conversations.
- Lead analytics for new product launches, tracking adoption, attach, and retention from beta through GA.
- Partner with Product Analytics to define KPIs and integrate product telemetry into go-to-market analysis.
Challenge process and close system gaps
- Pinpoint where our processes and Salesforce design don’t line up, the gaps that make the new team-selling motion hard to track, attribute, and measure.
- Don’t take existing processes at face value: question the status quo, design better approaches, and drive solutions that make the business measurable by default.
- Partner with Operations, Engineering, and Sales to streamline workflows and evolve CRM design for better tracking of pipeline, team selling, and clean revenue attribution.
- Define and enforce data governance for key workflows (demos, onboarding, no-shows, opportunity tagging, quoting) so downstream reporting is trusted.
Drive prospecting and post-sale insight
- Build prospecting signals that surface high-potential dealers for each product, and partner with sales tool owners to wire them into the platforms reps use every day.
- Manage capacity and supply-demand reporting for products like Sell My Car so teams prioritize the right markets.
- Partner with Customer Success on dealer-level engagement tracking, surfacing adoption-risk and churn signals so account and product teams can intervene early.
Set the technical standard
- Write production-grade SQL on Snowflake and partner with Analytics Engineering to productionize durable data assets in dbt.
- Build and maintain dashboards across our BI and CRM analytics tools (Looker, Omni, Salesforce CRM Analytics) so insights live where leaders and reps work.
- Keep Inventory analytics aligned with broader Sales Analytics standards and definitions across CarGurus.
What you’ll bring
- 5+ years in analytics, sales analytics, business intelligence, or data strategy, ideally in SaaS, technology, or consulting.
- Bachelor’s degree in business, finance, computer science, or a related field, or equivalent practical experience.
- Advanced SQL and hands-on experience with cloud data warehouses (Snowflake strongly preferred).
- Strong working knowledge of Salesforce, including its core data structures and how they support or limit selling motions. Experience with Gong data is a plus.
- Experience with modern analytics tooling such as dbt, Looker, Omni, and Salesforce CRM Analytics.
- Solid grasp of SaaS and recurring-revenue metrics: pipeline, attach, conversion, churn, retention, and MRR.
- A proven ability to turn ambiguous questions into clear analyses and durable reporting with the judgment to build structure where processes and metrics are still taking shape.
- Excellent communication and storytelling skills, with a track record of influencing senior stakeholders.
- Comfort in a cross-functional, matrixed, fast-moving environment.
- Bonus: interest or experience in the automotive marketplace, dealer software, inventory management, pricing, or sourcing products.
Why this role
You’ll help shape how CarGurus brings a growing portfolio of software and data products to market, building the measurement and reporting infrastructure a new business needs to scale. You’ll partner closely with leaders across Sales, Product, Engineering, and Operations, influencing strategy while creating the systems, metrics, and insights that guide key business decisions. If you enjoy building in ambiguity, driving meaningful change, and helping a business scale from the ground up, you’ll thrive in this role.
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
$87,000—$109,000 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
