Principal Analyst, Revenue Strategy

Boston · Boston (1001 Boylston Street) · USD 118,000-148,000 · 5-7 years experience · Full-time · Hybrid · Posted Oct 2, 2026

At a glance

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 will work at the intersection of strategy, analytics, and business partnership to advise leaders across Revenue, Product, Finance, and Operations.

Frame and prioritize strategic questions across Revenue, identifying the data, assumptions, and analytical approach needed to reach a well-supported answer.
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, and customer retention.
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, product adoption, customer churn, and sales process effectiveness.
Pull, join, validate, and interpret data from multiple sources while improving metric reliability and consistency.
Create executive- and board-ready narratives, analyses, and presentation materials including supporting metrics and business context.
Build reusable analytical frameworks, models, and measurement approaches that raise the quality and consistency of decision-making across Revenue.
Help establish a stronger analytical foundation for questions that require more than anecdotal feedback, including customer and market insights derived from Gong.
Develop clear points of view, influence cross-functional partners without formal authority, and pressure-test assumptions.

5–7 years of post-graduate experience in a data-intensive role such as strategy and operations, management or economics consulting, corporate strategy, FP&A, business analytics, or a related field.
Advanced SQL skills, with the ability to independently pull, join, validate, and investigate data from a warehouse or other large data sources.
Strong Python skills for analysis, repeatable workflows, and work that goes beyond spreadsheets.
Strong quantitative instincts and the ability to connect detailed analysis to business and financial impact through modeling, clear assumptions, and thoughtful interpretation of results.
Demonstrated ability to independently own ambiguous, high-impact analyses from problem definition through recommendation and decision, with minimal oversight.
Strategic self-direction, sound judgment, and the confidence to determine the best approach for complex or loosely defined work.
Executive-level written and verbal communication skills, with the ability to create polished, concise slide decks and other materials for senior and board-level audiences.
The ability to advise senior leaders on broader business implications, shape priorities across functions, and influence decisions without formal authority.
The ability to build trust with cross-functional partners and establish analytical frameworks that others can use to make better decisions.

Experience with dbt or similar tools for building and maintaining analytical data models.
Experience with Looker, Tableau, or another business intelligence platform, as well as version control or notebooks.
Exposure to marketplace, subscription, two-sided-business, revenue, go-to-market, pricing, or product strategy questions.

Flexible hybrid model
In-person interviews may be required, particularly for positions based in the Boston and Dublin offices
Travel expenses for interviews are the responsibility of the candidate