Principal Analyst, Revenue Strategy

Start free →

Or apply yourself on the official page →

About the role

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 Principal Analyst to own analyses that shape Revenue leadership decisions about how we grow, monetize, and operate the business. Reporting directly to the Revenue Strategy leader, you’ll work at the intersection of strategy, analytics, and business partnership. You’ll advise leaders across Revenue, Product, Finance, and Operations, bringing structure, evidence, and a clear point of view to complex business questions. The work will vary over time, from rapid-turnaround analysis supporting a board deck or leadership discussion to deeper dives into a new strategic question. The expectation is consistent: independently determine the right approach, apply rigorous quantitative analysis, and deliver a recommendation leaders can act on. You’ll own work end-to-end with minimal oversight, from framing the problem through communicating the analysis and driving toward a decision. This is a high-visibility opportunity to work with senior and executive stakeholders on a wide variety of important business problems. It’s a strong fit for someone who enjoys tackling ambitious questions, advising leaders on broader business impact, and combining analytical depth with strong business judgment. What you’ll do • Frame and prioritize strategic questions across Revenue, identifying the data, assumptions, and analytical approach needed to reach a well-supported answer about topics such as marketplace balance, lead economics, retention, or the Revenue operating model. • Serve as a strategic advisor to Revenue leadership by translating complex analysis into clear implications, trade-offs, and recommendations. • Perform rigorous quantitative analysis and build financial models that inform decisions about growth, lead economics, monetization, product portfolio changes, product swaps and potential cannibalization, customer retention, and the Revenue operating model. • Independently own ambiguous, high-impact analyses from problem definition through recommendation, presentation, and decision support. • Partner with Product, Finance, Operations, and Revenue leaders to shape priorities and evaluate questions such as lead quality and volume, product adoption and cannibalization, customer churn, marketplace performance, sales process effectiveness, and organizational design. • Pull, join, validate, and interpret data from multiple sources, while improving the reliability and consistency of the metrics used in strategic discussions. • Create executive- and board-ready narratives, analyses, and presentation materials, including the supporting metrics and business context. • Build reusable analytical frameworks, models,

View the official posting →