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 Senior Manager of Pricing & Packaging at CarGurus, you will drive the strategic direction of pricing and packaging initiatives across our portfolio. This high-impact position is critical for helping us monetize and continue our growth trajectory. We are seeking a candidate who brings not only the high analytical acumen and leadership skills required to independently lead the team, but also the strategic thinking and influence to represent Pricing in cross-functional planning conversations.

What you'll do

Lead and develop the Pricing & Packaging team, rapidly assuming full management responsibilities and fostering a results-driven, collaborative environment.
Set the agenda for our pricing and packaging efforts to help drive monetization in our core business
Partner closely with Sales and with cross-functional groups (Product, Marketing, Finance, Operations) to shape and communicate pricing and packaging strategies, championing consensus and driving implementation
Oversee and review complex analytical projects and pricing strategies, providing guidance to analysts to ensure high-quality insights.
Develop frameworks for pricing experiments, market segmentation analyses, competitor benchmarking, and customer value quantification; communicate findings and recommendations to executive leadership.
Mentor team of 4-6 analysts (SQL / Python / excel toolkit), fostering business and technical acumen.

What you'll bring

5-7 years of experience in pricing / revenue management / commercial strategy roles, or strategy consulting, including 1-3 years of management experience.
Independent, highly motivated, and adaptable, with a track record of quickly assuming growing leadership responsibilities.
Demonstrated success influencing executive level, with the ability to shape strategic direction in cross-functional forums.
Strong analytical toolkit, and comfortable translating complex analysis into actionable business insights. Experience in SQL or machine learning a plus.
Exceptional analytical, problem-solving, and communication skills.

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

$128,000—$160,000 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 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

Senior Manager, Pricing and Packaging

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