Senior Pricing and Packaging 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

As a core member of the Pricing and Packaging team, the Senior Pricing Analyst will have opportunities for outsized positive impact by enabling data-driven decision-making in how we price, package, discount and monetize our products to drive growth. 

We are looking for thoughtful, fearlessly curious candidates who can dive into complex data, draw insightful conclusions and build impactful models with a high level of autonomy. You will be comfortable conducting analysis of complex topics, bringing structure to open ended questions, and clearly and concisely communicating recommendations to partners across the organization. Most importantly, you are someone who is excited to challenge the status quo and push the boundaries of what's possible.

Our team values diversity in experience and backgrounds—we do our best work when we build space for different voices and perspectives. Whatever unique experiences or skill sets you bring to the table, we look forward to learning from each other.

What you'll do

• Drive thorough quantitative analyses using internal and external data to support pricing, packaging, segmentation, and discounting recommendations
• Develop pricing strategies for new and existing products based on customer needs, market context, competitive dynamics, and business goals
• Break down ambiguous business questions around product performance, user behavior and/or market insights into structured analysis plans and deliver clear recommendations to key stakeholders
• Own key pricing workstreams end to end, from research and analysis through stakeholder alignment, implementation, and post-launch monitoring
• Translate detailed analysis into clear, decision-ready recommendations and partner with sales, marketing, finance, product, and engineering to drive implementation

Who you are

• 4+ years of experience in pricing, revenue optimization, analytics, or a related quantitative role, with a proven track record of influencing business strategy through data; experience in B2B SaaS or marketplaces preferred
• Fluency in SQL required; experience with a scripting language (esp Python) and Git a plus
• Naturally curious, self-driven  and motivated by solving complex business problems with data; comfortable bringing structure to open-ended problems
• Quick to learn new tools, technologies, and ways of working; comfortable adapting as the team’s toolkit evolves
• Able to move fluidly between deep analytical work and high-level communication of key takeaways, with the ability to influence stakeholders across functions and level
• Preferred tools/programs: Snowflake, Claude Code, Looker, Omni

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$90,000—$113,000 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 progr