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
As a Senior Commissions Analyst within the Revenue Operations organization, your rolewill include commission analysis and improving structure efficiency. You will play a crucialpart in refining and balancing quotas, optimizing account assignments, conductingregional/territory analysis, and continuously monitoring and improving our commissionstructures. Additionally, you will support the ongoing evolution of our sales go-to-marketstrategy. Success in this role demands an analytical approach, intellectual curiosity, self-direction, and a diligent work ethic. The ideal candidate will have experience in anentrepreneurial, fast-growing software company and expertise in reporting aggregationfrom multiple data sources.
What you'll do
- Conduct monthly and quarterly commission cycles for multiple plans and differentroles.
- Manage the end-to-end process of commission calculations, ensuring accuracy andtimeliness in payments to sales representatives. Collaborate with Finance and Salesteams to validate commission data and resolve any discrepancies.
- Utilize analytical tools and techniques to analyze commission data, identify trends,
and provide insights to support decision-making. Generate regular reports and
dashboards to communicate key performance metrics to stakeholders - Partner with Sales leadership to understand business objectives and contribute to
the development of sales go-to-market strategies. Provide analytical support for
evaluating sales performance, territory planning, and incentive programs. - Execute attainment analysis across teams for managementRun quarterly commission analysis actual vs budget
- Responsible for commission plan issuance
- Involved in the planning of compensation policy
- Identify and drive initiatives to continuously improve, automate, and scale commissions
- Be a trusted liaison with sales teams, FP&A, and other functional teams to represent commissions in all interactions
- Proactively anticipate new processes/systems trends within commissions that can drive productivity and build new ways to measure the business
- Ensure compliance with internal policies, as well as external regulations, related to commission payments and incentives.
- Maintain accurate records and documentation to support audit requirements.
What you'll bring
- 5+ years of experience in commission administration, financial analysis, or sales
operations, ideally within software or technology, with expertise in a revenue-style
model covering quotas, regions, territories, field sales, and account management. - Bachelor's degree in Business Administration, Finance, Accounting, or a related
field - Proficiency in data analysis tools such as Excel, SQL, or BI platforms (e.g., Tableau,
Power BI, experience with ETL processes). - Strong understanding of sales compensation principles and incentive structures.
- Excellent communication and interpersonal skills, with the ability to collaborate
effectively across departments and levels of the organization. - Detail-oriented with a focus on accuracy and data integrity.
- Familiarity with regulatory requirements related to commission payments (e.g.,SOX compliance).
- Experience working with CRM systems (e.g., Salesforce) and commission
management software is a plus. - High energy phenomenal teammate and creative problem solver, with a passion
for identifying inefficiencies and closing the gaps
Other adds: - Define, refine, and execute the reporting roadmap to support a diverse
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
