Sr. Sales Operations Analyst

About this role

As a Senior Sales Operations Analyst at Gusto, you'll own the technical aspects of go-to-market (GTM) planning, collaborating with various teams to enhance segmentation, quota setting, and capacity planning. Your role will involve developing automated models for sales operations, ensuring that the infrastructure supports revenue growth effectively.

About the company

Gusto is a digital platform that provides payroll, benefits, and human resource management solutions for small to medium-sized businesses. The company focuses on simplifying HR processes and ensuring compliance, while also offering tools for employee engagement and retirement planning.

The team

GTM Operations

What you'll do

• Own customer/account segmentation design and maintenance.
• Build and maintain balanced books of business across teams.
• Establish rules for account assignment and routing.
• Oversee quota-setting processes and models.
• Partner on capacity planning for revenue targets.
• Monitor capacity and productivity metrics.
• Communicate with sales leadership about plans and risks.
• Document methodologies for models.

What we're looking for

• 5+ years in Sales Ops or related analytical GTM role.
• Experience in segmentation and quota setting.
• Proficiency in sales process and tooling.
• Strong analytical skills with quantitative models.
• Experience with planning processes across groups.
• Excellent communication skills.
• First-principles problem-solving ability.
• Strong cross-functional partnership skills.

Nice to have

• Experience with multiple sales organizations.
• Background in payroll or HR tech.
• Experience with quota compensation alignment.
• Knowledge of account routing automation.

Benefits

• Competitive base pay.
• Equity (RSUs).