About the company
At Gusto, we're on a mission to grow the small business economy. We handle payroll, health insurance, 401(k)s, and HR so owners can focus on their craft and their customers. We support more than 500,000 small businesses nationwide. All full-time employees receive competitive base pay, benefits, and equity (RSUs).
About the role
This is your chance to own one of the most technical, horizontal levers in GTM planning: building the scalable models and infrastructure that enable every route to market to grow efficiently. As Senior Sales Operations Analyst, you'll partner with GTM leaders, Finance, Revenue Operations, and GTM Ops to develop and execute segmentation, book-of-business design, quota setting, and capacity planning.
Responsibilities
- Own the design and ongoing maintenance of customer/account segmentation for Direct, Expansion, and Benefits sales
- Build and maintain balanced books of business across reps and teams, accounting for account potential, workload, geography, and product mix
- Set and maintain clear, documented rules for account assignment, routing, and reclassification
- Partner with Sales, GTM Ops, and Systems & Tooling to ensure segmentation and book structures are reflected accurately in Salesforce and downstream systems
- Own the end-to-end quota-setting process for Direct, Expansion, and Benefits
- Build and maintain the quota models and methodology
- Partner with GTM Ops & Finance on capacity planning
- Build the headcount models that inform hiring plans
- Own scenario planning for headcount and territory changes
- Communicate clearly and proactively with sales leadership on plan status, tradeoffs, and risk
- Document methodology and decisions so segmentation, quota, and capacity models are transparent, auditable, and repeatable
Requirements
- 5+ years in Sales Ops, RevOps, or a similar role
- Experience with segmentation, book-of-business design, quota setting, and capacity planning
- Strong analytical and modeling skills
- Experience with Salesforce and downstream systems
- AI experience requirements vary by role and will be assessed during the interview process