Senior Sales Commissions Analyst
Headquartered in Boston, Massachusetts, CarGurus is the all-in-one platform that’s moving the entire car shopping journey online and guiding customers through each step. This includes everything from selling an old car to financing, purchasing, and delivering a new one. Today, millions of consumers visit cargurus.com each month, and more than 30,000 dealerships use our products. We have a people-first culture that fosters kindness, collaboration, and innovation, while empowering our Gurus with tools and resources to fuel their career growth. Our goal is to give all people—consumers, dealers, and our employees—the power to reach their destination.
Job Description
Role Overview
As a Senior Commissions Analyst within the Revenue Operations organization, your role will include commission analysis and improving structure efficiency. You will play a crucial part in refining and balancing quotas, optimizing account assignments, conducting regional/territory analysis, and continuously monitoring and improving our commission structures. Additionally, you will support the ongoing evolution of our sales go-to-market strategy. Success in this role demands an analytical approach, intellectual curiosity, self-direction, and a diligent work ethic. The ideal candidate will have experience in an entrepreneurial, fast-growing software company and expertise in reporting aggregation from multiple data sources.
What you'll do
- Conduct monthly and quarterly commission cycles for multiple plans and different roles.
- Manage the end-to-end process of commission calculations, ensuring accuracy and timeliness in payments to sales representatives. Collaborate with Finance and Sales teams 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 management Run 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
Role Overview
As a Senior Commissions Analyst within the Revenue Operations organization, your role will include commission analysis and improving structure efficiency. You will play a crucial part in refining and balancing quotas, optimizing account assignments, conducting regional/territory analysis, and continuously monitoring and improving our commission structures. Additionally, you will support the ongoing evolution of our sales go-to-market strategy. Success in this role demands an analytical approach, intellectual curiosity, self-direction, and a diligent work ethic. The ideal candidate will have experience in an entrepreneurial, fast-growing software company and expertise in reporting aggregation from multiple data sources.
What you'll do
- Conduct monthly and quarterly commission cycles for multiple plans and different roles.
- Manage the end-to-end process of commission calculations, ensuring accuracy and timeliness in payments to sales representatives. Collaborate with Finance and Sales teams 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 management Run 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
