Principal Sales Data 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 CarGurus Sales Analytics team is looking to hire a Principal Data Analyst. This role is crucial for empowering our Sales & Service teams with data-driven tools and insights. Our goal is to improve Sales & Service interactions with dealers, optimize their prioritization, and boost seller productivity through incremental gains.
As a Principal Data Analyst, you will amplify this impact by contributing to the revenue team's strategy, strengthening our data infrastructure, and mentoring developing analysts. You will serve as the crucial link between GTM leadership, Data Engineering, Enterprise Apps, and Product teams, ensuring that all metrics and models directly support our stakeholders' growth and retention objectives.
What you'll do

• Set and evolve the analytics roadmap. Translate revenue department goals into a multi-quarter plan for reporting, data models, and governance, then track progress and adjust as priorities shift.
• Build a robust data foundation by designing scalable Snowflake schemas, optimizing complex SQL, and developing well-tested dbt models.
• Turn data into insight: integrate CRM, product-usage, and financial datasets to surface KPIs around pipeline health, churn, bookings, and conversion trends, and craft clear recommendations.
• Design actionable dashboards in Salesforce CRM Analytics, giving reps and managers self-service insights they use every day.
• Close Salesforce data gaps. Diagnose workflow and schema issues, partner with Sales Ops and Engineering on fixes, and enforce data-governance standards.
• Drive data sourcing for new sales tools and initiatives. Lead lean ETL pipelines and schema design so projects launch with clean, trustworthy data
• Influence decisions by presenting findings and options to Sales & Service leadership, anticipating questions, and guiding data-driven choices.
• Mentor peers through code reviews, advanced training sessions, and daily modeling of practices.
• Document and share knowledge, keeping data models, metric definitions, and reporting protocols current as systems and processes evolve.
• Manage multiple high-impact projects, balancing diverse stakeholder needs while delivering on time and to spec.

What you'll bring

• Bachelor's degree in business, finance, or a related analytical field.
• 6-8+ years of experience in an analytical role, ideally within SaaS, data strategy, or consulting environments.
• Deep expertise in Salesforce architecture: object models, hierarchies, and reporting
• Proven track record diagnosing data-quality issues, designing schema or process fixes, and partnering with Engineering teams to deliver scalable improvements.
• Excellent written and oral communication skills, including the ability to translate complex data insights into actionable recommendations clearly and effectively.
• Proficiency in SQL and advanced data modeling techniques.
• Comfortable with Git workflows (branching, pull requests, code reviews); dbt experience a plus.
• Proficiency in advanced data visualization tools like Tableau, CRM Analytics, Looker or equivalent.
• Solid grasp of SaaS Sales KPIs and Monthly Recurring Revenue (MRR).
• Driven by the challenge of enabling sales reps and leadership to achieve their targets through data-driven insight.

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