Remote opportunity at
GustoSr. Sales Operations Analyst
Gusto is looking for a Sr. Sales Operations Analyst to join its team on-site. Gusto provides a platform handling payroll, health insurance, 401(k)s, and human resources…
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About This Role
Gusto is looking for a Sr. Sales Operations Analyst to join its team on-site. Gusto provides a platform handling payroll, health insurance, 401(k)s, and human resources for over 500,000 small businesses across the United States. In this role, the analyst will lead technical go-to-market planning, including account segmentation, quota allocation, book-of-business design, and capacity planning for the Direct, Expansion, and Benefits sales organizations. This position is ideal for an analytical…
Job Description
Gusto is looking for a Sr. Sales Operations Analyst to join its team on-site. Gusto provides a platform handling payroll, health insurance, 401(k)s, and human resources for over 500,000 small businesses across the United States. In this role, the analyst will lead technical go-to-market planning, including account segmentation, quota allocation, book-of-business design, and capacity planning for the Direct, Expansion, and Benefits sales organizations.
This position is ideal for an analytical professional who enjoys building scalable infrastructure and deterministic models to guide revenue strategies. The successful candidate will collaborate closely with go-to-market leaders, finance teams, and revenue operations peers to translate high-level strategies into practical, automated frameworks. Responsibilities span building headcount projections, balancing territories, managing routing logic, and communicating planning updates to sales leadership.
Gusto provides a workplace that reflects its diverse customer base and requires all full-time team members to engage with relevant artificial intelligence tools. Candidates must be prepared to work on-site at designated office locations approximately two to three days per week, depending on the assigned role and office.
Responsibilities
- Design and maintain rules-based customer and account segmentation models for Direct, Expansion, and Benefits sales teams
- Create and balance books of business across representatives based on workload, geography, potential, and product mix
- Translate high-level revenue targets into capacity-based, equitable quotas for individual reps and teams
- Build headcount models and conduct scenario planning to inform hiring plans and address productivity or attrition gaps
- Partner with finance, sales compensation, and go-to-market operations to align quota models with compensation plans
- Establish clear documentation and auditing processes for territory assignments, capacity planning, and methodology
Requirements
- More than five years of analytical experience in Sales Operations, RevOps, or a comparable go-to-market role
- Hands-on background owning segmentation, territory design, quota setting, or capacity planning
- Proficiency with sales processes and tooling, including account assignment logic and reporting dashboards
- Demonstrated ability to build and defend quantitative planning models under strict time limits
- Strong written and verbal communication skills to present methodologies and decisions to leadership
Qualifications
- Background working in fast-paced fintech or Software-as-a-Service environments
- Prior experience managing segmentation or quota planning across multiple sales motions simultaneously
- Familiarity with payroll, benefits, human resources technology, or small business go-to-market strategies
- Experience partnering directly with finance and sales compensation teams on quota alignment
- Background designing or improving automated account routing systems and lead-routing tools
Core Skills
Benefits
- Competitive base salary depending on location and experience
- Employee equity in the form of Restricted Stock Units
- Comprehensive benefits package provided to full-time staff
Frequently Asked Questions
What is the employment type for this position?
This is a full-time position.
Is this a remote role?
No, this is an on-site position. Employees assigned to physical offices are expected to work on-site approximately two to three days per week or more depending on the role.
What is the salary range for this job?
Cash compensation targets vary by location: $100,000 to $120,000 per year in Scottsdale; $105,000 to $130,000 per year in Denver and Atlanta; $130,000 to $155,000 per year in San Francisco and New York; and $120,000 to $145,000 CAD per year in Toronto.
What experience is required to apply?
Applicants must have five or more years of experience in Sales Operations, RevOps, or a similar analytical go-to-market role, with direct experience in segmentation, territory or book design, quota setting, or capacity planning.
Sample Interview Questions
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