Hybrid opportunity at
GustoSr. Sales Operations Analyst
Gusto operates a platform serving over 500,000 small businesses across the United States by managing payroll, health insurance, 401(k) plans, and HR services. Offices are maintained…
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About This Role
Gusto operates a platform serving over 500,000 small businesses across the United States by managing payroll, health insurance, 401(k) plans, and HR services. Offices are maintained in Denver, San Francisco, and New York City. The organization is currently hiring a Sr. Sales Operations Analyst to manage technical go-to-market planning levers, including scalable models, segmentation, capacity planning, and quota setting. This position operates on a hybrid schedule requiring office presence roughly…
Job Description
Gusto operates a platform serving over 500,000 small businesses across the United States by managing payroll, health insurance, 401(k) plans, and HR services. Offices are maintained in Denver, San Francisco, and New York City. The organization is currently hiring a Sr. Sales Operations Analyst to manage technical go-to-market planning levers, including scalable models, segmentation, capacity planning, and quota setting. This position operates on a hybrid schedule requiring office presence roughly two to three days per week for individuals situated near designated office locations, while remote arrangements require a reliable internet connection.
This role suits professionals who enjoy building defensible quantitative models and partnering closely with go-to-market leaders, finance teams, and revenue operations. The person in this position will take an end-to-end approach to ensure books of business remain balanced and quotas align with headcount capacity. AI tools are integrated into daily workflows at Gusto, and all team members are expected to engage with relevant technology as it evolves.
Full-time staff members receive competitive base pay, equity in the form of restricted stock units, and benefits. Cash compensation varies by geographic market, ranging from $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 Canadian dollars per year in Toronto. Final offers depend on experience and expertise.
Responsibilities
- Design and maintain rules-based customer account segmentation for direct, expansion, and benefits sales teams.
- Build and balance books of business across representatives by evaluating account potential, workload, geography, and product mix.
- Translate top-down revenue goals into bottom-up, capacity-based quotas for individual reps and teams.
- Model headcount requirements to match segmented territories and support revenue targets.
- Collaborate with go-to-market leaders, finance, and sales compensation to align quotas and headcount plans with business targets.
Requirements
- Minimum of 5 years of experience in sales operations, revenue operations, or an analytical go-to-market role.
- Hands-on background owning segmentation, territory or book design, quota setting, or capacity planning.
- Proficiency with sales tools, processes, account assignment logic, and reporting creation.
- Ability to build and defend quantitative models under tight deadlines.
Qualifications
- Background in fast-paced software-as-a-service or fintech environments.
- Experience managing segmentation, book design, or capacity planning across multiple sales motions simultaneously.
- Previous work within payroll, HR technology, benefits, or small-to-medium business go-to-market operations.
- Experience partnering with finance and sales compensation on quota alignment and designing automated account routing.
Core Skills
Benefits
- Competitive base pay
- Company equity through restricted stock units
- Standard employee benefits
Frequently Asked Questions
What is the location and remote work policy for this role?
Gusto operates offices in Denver, San Francisco, and New York City, along with a subsidiary office in Scottsdale. Employees based near these offices work on-site approximately two to three days per week, while remote staff require a secure and reliable internet connection.
What is the salary range for the Sr. Sales Operations Analyst position?
Targeted cash compensation varies by location, ranging from $100,000 to $120,000 annually in Scottsdale, $105,000 to $130,000 in Denver and Atlanta, $130,000 to $155,000 in San Francisco and New York, and $120,000 to $145,000 CAD in Toronto.
What experience is required to apply?
Candidates must have five or more years of experience in sales operations, revenue operations, or a similar analytical go-to-market role, featuring direct responsibility for segmentation, territory design, quota setting, or capacity planning.
What type of employment is this?
The posting specifies that this is a full-time position.
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