Senior Sales Operations Analyst

CarGurus•Boston, MA

6d•Hybrid

About The Position

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. The role combines day-to-day support with Salesforce and CPQ operations, change management, and cross-functional problem solving. It serves as a senior technical and operational anchor, handling account support and escalations while leading investigations and resolution of systemic issues, large-scale account or contract work, product and process changes, and emerging exceptions that require judgment beyond standard support processes. The analyst partners with Sales, Enterprise Applications, Product, Finance, Commissions, Legal, and other stakeholders to protect business continuity, reduce dealer and seller impact, and turn recurring workarounds into scalable solutions. CarGurus describes itself as a people-first company focused on kindness, collaboration, innovation, and employee career growth. The company offers a flexible hybrid model and benefits and compensation that include equity for all employees. The position's expected annual pay range is $84,000–$105,000 USD. The role may also qualify for discretionary bonuses or incentives and Restricted Stock Units (RSUs).

Requirements

5 years of experience in a Sales Operations or Analyst function.
3 or more years of experience using Salesforce or other CRM software to develop business solutions.
Proficiency 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.
Strong analytical and problem-solving skills in a fast-paced environment.
Detail-oriented, with the ability to quickly ramp up on new projects, business needs, and technologies.
Strong presentation, written and verbal communication, and interpersonal skills.
Flexibility and willingness to support urgent revenue escalations.

Nice To Haves

Salesforce certifications are preferred.

Responsibilities

Lead resolution of complex, ambiguous, 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 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 effective adoption.
Design and maintain scalable processes, controls, playbooks, and exception documentation to 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 capture operational requirements and make them measurable.
Act as a consultative, proactive business partner to Sales and Service leaders, providing guidance on best practices, policy interpretation, risk, and operational tradeoffs.

Benefits

Equity for all employees, both at the start of employment and as employees grow with the company.
Career development programs.
Corporate giving programs.
Employee resource groups and communities.
Flexible hybrid model.
Robust time-off policies.
Daily free lunch.
New car discount.
Meditation and fitness apps.
Commuting cost coverage.
Potential eligibility for discretionary bonuses or incentives and Restricted Stock Units (RSUs).