Sr. Sales Operations Analyst
Atlanta, GA - Hybrid · Denver, CO - Hybrid · New York, NY - Hybrid · San Francisco, CA - Hybrid · Scottsdale, AZ - Hybrid · Toronto, Ontario - Remote · Posted Oct 1, 2026
At a glance
- Location
- Atlanta, GA - Hybrid · Denver, CO - Hybrid · New York, NY - Hybrid · San Francisco, CA - Hybrid · Scottsdale, AZ - Hybrid · Toronto, Ontario - Remote
About Gusto
- At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.
- All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.
- AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.
About the role
- Own one of the most technical, horizontal levers in GTM planning by building scalable models and infrastructure that enable every route to market to grow efficiently.
- Partner with GTM leaders, Finance, Revenue Operations, and GTM Ops to develop and execute segmentation, book-of-business design, quota setting, and capacity planning.
- Turn GTM strategy into concrete, automated models that determine how customers are segmented, how reps are staffed, and what they are held accountable for.
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, and serve as the ruling authority when edge cases or disputes come up.
- 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 by translating top-down revenue targets into bottoms-up, capacity-based quotas.
- Build and maintain the quota models and methodology, ensuring quotas are defensible, equitable, and tightly tied to book-of-business design and headcount capacity.
- Partner with RTM leaders, Finance, and Sales Compensation to align quotas with comp plans, revenue targets, and business priorities.
- Own capacity planning for Direct, Expansion, and Benefits by modeling the headcount needed to cover segmented books and hit revenue targets.
- 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 across planning cycles.
Requirements
- 5+ years in Sales Ops, RevOps, or a similar analytical GTM role, with direct, hands-on experience owning segmentation, territory/book design, quota setting, or headcount/capacity planning.
- Proven ability to own outcomes and execution, not just analysis or recommendations.
- Strong sales process & tooling proficiency to build and audit account assignment/routing logic, manage territory and book structures, and build reporting.
- Analytical depth with comfort building and defending quantitative models under time pressure.
- Experience running planning processes on a recurring cadence across multiple stakeholder groups.
- Excellent written and verbal communication skills to defend model methodology to GTM leaders and senior sales leadership.
- A first-principles problem solver who can build a defensible model from ambiguous inputs and translate org-level strategy into execution.
- A strong cross-functional partner able to work closely with GTM leaders and GTM Ops peers.
Preferred qualifications
- Experience owning segmentation, book-of-business, or quota/capacity planning across multiple sales organizations or motions simultaneously.
- Experience in payroll, HR tech, benefits, or SMB SaaS go-to-market motions.
- Experience partnering with Sales Compensation and Finance on quota-to-comp alignment.
- Experience designing or improving account assignment/routing automation.
Benefits
- Competitive base pay
- Benefits
- Equity (RSUs)
Workplace
- Hybrid workplace model with office expectations of approximately 2-3 days per week in designated locations.
- Locations include Atlanta, GA; Denver, CO; New York, NY; San Francisco, CA; Scottsdale, AZ; and Toronto, Ontario (Remote).
- San Francisco office expectations encompass both the San Francisco and San Jose metro areas.
- When approved to work from a non-office location, a secure, reliable, and consistent internet connection is required.
Skills
- Salesforce
- Sales Operations
- RevOps
- Segmentation
- Book-of-business Design
- Quota Setting
- Capacity Planning
- Scenario Planning
