Job description
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
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. You’ll turn GTM strategy into concrete, automated models that determine how customers are segmented, how reps are staffed, and what they are held accountable for.
This role takes an end-to-end, platform-minded view across GTM motions, not just a single sales team. You’ll identify where manual work, fragmented logic, or inconsistent processes limit scale and build durable planning infrastructure that drives revenue outcomes as the business evolves. You’ll own the outcome: balanced books, defensible quotas tied to capacity, and scalable models that hold up under scrutiny.
About the Team
You'll sit within GTM Operations, working as the dedicated segmentation, book-of-business, and capacity planning owner for our Direct, Expansion, and Benefits sales teams. We think of ourselves as builders and problem solvers: we turn ambiguous planning questions into scalable, defensible models, and we hold the line on rigor even when the business is moving fast and priorities compete.
You'll work in close partnership with each organization's GTM leaders and their dedicated GTM Ops partners, leaning on their operational and business context, while you own building, defending, and maintaining the segmentation, book, quota, and headcount models that everyone plans against.
Here's what you'll do day-to-day
Segmentation & Book of Business
• Own the design and ongoing maintenance of customer/account segmentation for Direct, Expansion, and Benefits sales, translating org-level segmentation strategy into concrete, rules-based models these teams can operate against.
• Build and maintain balanced books of business across reps and teams, accounting for account potential, workload, geography, and product mix; own rebalancing when the business shifts (new hires, departures, territory changes, book splits).
• 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.
Quota Setting
• Own the end-to-end quota-setting process for Direct, Expansion, and Benefits: translating top-down revenue targets into bottoms-up, capacity-based quotas by rep, team, and segment.
• Build and maintain the quota models and methodology, ensuring quotas are defensible, equitable across territories/books, 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 each planning cycle.
• Own quota administration through the cycle: true-ups for territory or book changes, new-hire ramp adjustments, and mid-cycle corrections.
Headcount & Capacity Planning
• Partner with GTM Ops & Finance on capacity planning for Direct, Expansion, and Benefits: modeling the headcount needed to cover segmented books and hit revenue targets, and identifying where the org is over- or under-staffed relative to opportunity.
• Build the headcount models that inform hiring plans, partnering with RTM leaders and Finance on timing, sequencing, and prioritization of new roles.
• Continuously monitor capacity against actual book size, productivity, and attrition, flagging gaps or imbalances before they become a problem.
• Own scenario planning for headcount and territory changes (reorgs, new segments, M&A, product launches), modeling the impact before decisions are made.
Cross-functional Partnership & Communication
• Partner closely with RTM leaders and their GTM Ops partners across Direct, Expansion, and Benefits to ensure segmentation, book, quota, and capacity decisions reflect real operational context, while retaining ownership of the outcome and the execution.
• Work with GTM Ops, Finance, and Sales Compensation to stay aligned with org-wide segmentation frameworks, revenue targets, and comp design.
• Communicate clearly and proactively with sales leadership on plan status, tradeoffs, and risk: you're the trusted authority on "how the books, quotas, and headcount are built and why."
• Document methodology and decisions so segmentation, quota, and capacity models are transparent, auditable, and repeatable across planning cycles.
Here's what we're looking for
• 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; ideally in a fast-paced SaaS or fintech environment.
• Proven ability to own outcomes
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