Role overviewThe 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. This role operates at the intersection of day-to-day support, Salesforce and CPQ (Configure, Price, Quote) operations, change management, and cross-functional problem solving.
The position serves as a senior technical and operational anchor. In addition to supporting individual accounts and escalations, this individual leads the investigation and resolution of systemic issues, large-scale account or contract work, product and process changes, and emerging exceptions that require judgment beyond the standard support queue. The role partners closely with Sales, Enterprise Applications, Product, Finance, Commissions, Legal, and other stakeholders to protect business continuity, reduce dealer and seller impact, and convert recurring workarounds into scalable solutions.
What you'll do- Lead resolution of complex, ambiguous, and 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 appropriate 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 changes are adopted effectively.
- Design and maintain scalable processes, controls, playbooks, and exception documentation that 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 ensure operational requirements are captured and measurable.
- Act as a consultative and proactive business partner to Sales and Service leaders, providing guidance on best practices, policy interpretation, risk, and operational tradeoffs.
What you'll bring- 5 years of experience in Sales Operations or Analyst function.
- 3+ years of experience using Salesforce or other CRM software to develop business solutions (certifications preferred).
- Proficient 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.
- Proven ability to leverage analytical and problem-solving skills in a fast-paced environment.
- Detail-oriented individual with the ability to quickly ramp up on new projects, the needs of the business, and technologies.
- Strong presentation, communication (written and verbal) skills, and interpersonal skills.
- Demonstrated flexibility and willingness to support urgent revenue escalations.
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
$84,000-$105,000 USD
CarGurus may require in-person interviews as part of our hiring process, particularly for positions based in our Boston and Dublin offices. Candidates selected for an in-person interview will be notified in advance. Please be aware that travel expenses are the responsibility of the candidate.
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