The posting
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 looking for a Senior Manager of Sales Analytics to lead the team responsible for data, tools, and analysis supporting Sales and Customer Success across the US, Canada, and the UK. Reporting to the Senior Director of Pricing, Packaging & Analytics, you will guide the team, oversee key go-to-market data assets, and help Sales leaders understand how team structure and sales activity affect retention and net MRR.
The team supports day-to-day decisions with dashboards and tools for sales representatives. This role will expand that support to managers and leadership, strengthen the team's data foundations with a modern, version-controlled stack, and develop useful applications for new data sources, including sales conversation transcript data.
You will lead a multi-level analytics team while staying close to the technical work. You can set standards for analysis and data modeling, develop talent, and work with Sales leaders to turn business questions into tools and analysis they sellers can use regularly.
What you'll do
Lead and develop the analytics team
- Lead analysts across Boston and Dublin, including a first-line manager and a Principal Sales Data Analyst. Set goals, coach and manage performance, and support career development.
- Establish clear career paths for analysts and managers.
- Recruit, hire, and onboard team members as the team's scope evolves.
- Set the team's operating cadence, intake process, and quarterly roadmap. Make priorities and tradeoffs clear to stakeholders.
Own business intelligence for Sales and Service
- Oversee dashboards, hubs, and analytics applications used by Sales representatives, Account Managers, Product Specialists, and Dealer Performance Partners across all three markets.
- Improve visibility for managers and leaders into churn and cancellations, book-of-business health, coverage and activity, and team effectiveness.
- Partner with Sales Enablement and Sales leadership to support adoption and use of the team's tools.
Evaluate sales behaviors and go-to-market initiatives
- Analyze how coverage models, team structures, engagement programs, and sales activity relate to retention, expansion, and net MRR.
- Build repeatable measurement approaches for initiatives such as product launches, engagement programs, and coverage pilots.
- Present findings in QBRs and planning sessions, connecting analysis to the decisions and actions Sales leaders need to consider.
Modernize the team's data stack
- Lead the migration of transformation logic from manually maintained Snowflake views to dbt models and Git-based workflows, with code review, testing, documentation, and clear ownership.
- Set guidance for when logic should be productionized in dbt versus maintained in a team sandbox, partnering with Data Platform Engineering and Analytics Engineering on standards, deployment, and lineage.
- Reduce maintenance burden and key-person risk by consolidating duplicated or legacy objects and moving durable logic into documented, tested models.
- Ensure the team can maintain and operate the solutions it builds.
Develop call transcript data models and use cases
- Own the modeling of Gong conversation data in Snowflake, including calls, participants, and transcripts, and connect it with Salesforce activity and account data.
- Identify and deliver useful applications for transcript data at scale, such as churn and save signals, competitor and pricing mentions, objection patterns, talk-track effectiveness, and inputs to coaching or AI agents. Apply LLM-based extraction where appropriate.
- Establish quality, governance, and appropriate-use standards for conversation data in partnership with Legal, Data Engineering, and Sales leadership.
Steward Sales data across Revenue
- Serve as the steward for Sales-facing data, partnering with Revenue Operations and Enterprise Applications to improve data quality in Salesforce.
- Integrate and model new go-to-market data assets, such as third-party marketplace data, so they can be used across the analytics community.
- Support development of semantic layer for sales data assets to enable AI transformation use cases for analysts and sellers.
- Act as an analytical center of excellence to enable analytically driven functions across the Revenue org.
What you'll bring
- 8+ years of experience in analytics, sales or revenue analytics, business intelligence, or analytics engineering, ideally in a SaaS, marketplace, or subscription business.
- 3+ years leading analytics teams, including managers or senior individual contributors, with experience developing people and building career paths.
- Expert SQL and strong data modeling skills, including the ability to review and troubleshoot others' work.
- Hands-on experience with Snowflake or a similar cloud data warehouse, dbt, and Git-based development. Experience leading a shift from ad hoc or view-based logic to tested, version-controlled models.
- Experience working with unstructured or semi-structured data, such as conversation intelligence, call transcripts, or text, and using LLM or NLP techniques to structure and analyze it.
- Strong knowledge of Salesforce data structures and sales processes, plus experience with enterprise BI tools such as Salesforce CRM Analytics, Omni, Looker, or Tableau.
- Understanding of recurring-revenue metrics, including MRR, churn, retention, expansion, pipeline, and conversion, and how sales coverage and behavior influence them.
- Strong executive communication skills, including the ability to frame decisions and help senior Sales leaders act on analysis.
- A builder's mindset and experience creating self-serve tools and durable data assets, while setting clear priorities for the team.
Python, experience using AI coding tools to accelerate analytics development, and familiarity with automotive retail or dealer software are a plus.
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
$156,000—$196,000 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.
CarGurus may require in-person interviews as part of our hiring process, particularly for positions based in our Boston and Dublin offices. Candidates selected for an in-person interview will be notified in advance. Please be aware that travel expenses are the responsibility of the candidate.
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
