Senior Sales Data Analyst

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.