Senior Sales Operations Analyst

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

The Senior Sales Operations Analyst is a senior individual contributor responsible for resolving complex, high-impact Sales and Service issues and strengthening the processes that support the revenue organization. This role operates at the intersection of day-to-day support, Salesforce and CPQ (Configure, Price, Quote) operations, change management, and cross-functional problem solving.

The position serves as a senior technical and operational anchor. In addition to supporting individual accounts and escalations, this individual leads the investigation and resolution of systemic issues, large-scale account or contract work, product and process changes, and emerging exceptions that require judgment beyond the standard support queue. The role partners closely with Sales, Enterprise Applications, Product, Finance, Commissions, Legal, and other stakeholders to protect business continuity, reduce dealer and seller impact, and convert recurring workarounds into scalable solutions.

What you'll do

• Lead resolution of complex, ambiguous, and high-impact Sales issues, including large account or contract rebuilds, revenue attribution issues, system configuration changes, and product or process launch support.

• Triage systemic issues and emerging patterns; assess business impact, determine appropriate ownership, and coordinate resolution across Sales, Enterprise Applications, Product, Finance, Commissions, Legal, and vendor partners.

• Serve as a subject matter expert for Salesforce Sales Cloud, Service Cloud, and CPQ processes, including accounts, opportunities, quotes, quote lines, approvals, fulfillment, validation rules, permissions, and related operational workflows.

• Lead operational change management for new products, system releases, policy updates, and process changes; assess readiness, define operating procedures, coordinate stakeholder communication, and ensure changes are adopted effectively.

• Design and maintain scalable processes, controls, playbooks, and exception documentation that make complex work repeatable and reduce dependence on informal knowledge.

• Identify opportunities to eliminate manual work through process standardization, automation, and AI-enabled solutions; partner with technical teams to ensure operational requirements are captured and measurable.

• Act as a consultative and proactive business partner to Sales and Service leaders, providing guidance on best practices, policy interpretation, risk, and operational tradeoffs.

What you'll bring

• 5 years of experience in Sales Operations or Analyst function.

• 3+ years of experience using Salesforce or other CRM software to develop business solutions (certifications preferred).

• Proficient in GSuite applications.

• Experience with bulk data management tools such as G-Connector and Salesforce Data Loader, including controlled updates, data validation, and maintaining data integrity.

• Proven ability to leverage analytical and problem-solving skills in a fast-paced environment.

• Detail-oriented individual with the ability to quickly ramp up on new projects, the needs of the business, and technologies.

• Strong presentation, communication (written and verbal) skills, and interpersonal skills.

• Demonstrated flexibility and willingness to support urgent revenue escalations.

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

$84,000—$105,000 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