Sales Engineer, Data Solutions

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.

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. Our employees love CarGurus for its people-first culture that fosters kindness, collaboration, and innovation, empowering our Gurus with tools to fuel their career growth.

About the role

CarGurus is one of the largest automotive marketplaces in the world, and the data we generate—what shoppers search for, how prices move, and how inventory turns across the country—is one of our most valuable and differentiated assets. We are investing in how we bring that data to our customers: turning it into products that customers can buy, license, and build on. This is a broad and fast-growing area, and we are increasingly embedding this data more deeply and robustly into the products and solutions we bring to market.

We are looking for a Sales Engineer, Data Solutions to own building and establishing relationships with critical data customers and enabling the sale of data-powered solutions. This is a quota-minded, customer-facing builder role: you will prospect new buyers, run consultative sales conversations, translate a customer's analytical needs into the right dataset and delivery method, close deals, and guide customers through receiving their data. You'll sit at the intersection of commercial selling and technical solutioning—equally comfortable opening a conversation with a hedge fund or a dealer group's pricing team, and getting into the schema, granularity, and delivery details that turn interest into a signed contract.

This is an early-stage, build-from-scratch role: we are still proving out demand, willingness to pay, and the best go-to-market model, and you will be on the front line generating the customer insights that shape our future investment.

Responsibilities

• Own the Direct-Sales Motion
  • Prospect and qualify new customers across non-dealer segments (investors, private equity, consultants, OEMs, lenders, insurers) and National Dealer accounts.
  • Run consultative, multi-stakeholder sales conversations that uncover the customer's underlying decision or model, and map it to the right CarGurus data asset.
  • Foster and maintain customer relationships through longer, higher-value enterprise sales cycles, and finalize transactions through to data delivery.
  • Engage existing inbound interest and convert it into pipeline.
• Solution and Scope Data Products
  • Translate customer requirements into a clearly scoped offer: asset, row/column structure, granularity, historical depth, refresh cadence, delivery mechanism, and commercial terms.
  • Advise customers on delivery approach (e.g., Snowflake Marketplace listing, Snowflake direct share, SFTP, or API) and set accurate expectations on what is available today versus what requires build.
  • Speak credibly to the substance and limitations of our assets (e.g., trim-level granularity, history depth) so customers trust what they're buying.
• Drive National Dealer Data Monetization
  • Lead commercial conversations for the Data APIs and other operational/strategic assets, targeting national dealers with centralized pricing and buying teams.
  • Partner with National Sales, Product/Engineering Data teams, and Business Operations to bring data "brochures" and assets to dealer partners and convert interest into trials and contracts.
• Generate Customer Intelligence and Feedback
  • Build and maintain comprehensive ideal customer profiles capturing data needs, willingness to pay, and frequency of use across customer types.
  • Feed structured market learnings back to Strategy, Product, Data, and Product Data Analytics to shape pricing, packaging, and the future data asset roadmap.

Requirements

• 6+ years in B2B sales, sales engineering, data/SaaS solutions selling, or a hybrid commercial-technical role, with a track record of carrying and hitting revenue targets.
• Demonstrated experience selling data, analytics, or technical products to sophisticated buyers, owning the full cycle from prospecting through close.
• Comfortable with structuring and selling 5-6 figure commercial agreements.
• Strong data fluency: comfort discussing schemas, granularity, aggregation, and data delivery mechanisms (cloud data sharing, SFTP, APIs) credibly with technical buyers such as data science and quant teams.
• Consultative selling skills: ability to uncover a customer's underlying use case and translate it into a scoped, priced offer rather than a feature pitch.
• Comfort with ambiguity and a 0-to-1 builder mindset; able to operate where pricing, packaging, and process do not yet exist and help define them.
• Track record of cross-functional partnership with Product, Engineering, Strategy, Legal, and Business Operations to get deals closed and delivered.
• Excellent commercial communication, executive presence, and the ability to represent a new, differentiated data offering to senior external stakeholders.

Qualifications

• Highly Preferred
  • Experience selling or solutioning on Snowflake Marketplace, Snowflake data shares, data clean rooms, or external data-sharing relationships.
  • Background in automotive, marketplace, or B2B data/SaaS domains, and familiarity with buyers such as OEMs, lenders, insurers, investors, PE, consultants, and large dealer groups.
  • Experience selling API-delivered or subscription data products and structuring commercial terms (pricing ladders, usage-based or per-rooftop models).
  • Familiarity with competitive data providers (e.g., MarketCheck, S&P, Experian, J.D. Power, Black Book) and how enterprise data buyers evaluate and procure data.
  • Experience leveraging Gen AI to accelerate prospecting, research, and sales workflows.
  • Preferred tools: Snowflake, Salesforce (or equivalent CRM), Looker/Omni, Google/MS suite.

Pay

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).

$132,000—$165,000 USD

Benefits

• Best-in-class benefits and compensation, including equity for all employees, both when they start and as they continue to grow with us.
• Career development and corporate giving programs, as well as employee resource groups (ERGs) and communities, to help people build connections while making an impact.
• Flexible hybrid model and robust time off policies to 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.