Sales Operations Analyst

Join Gusto: Fueling the Future of Work for Small Businesses

At Gusto, we’re revolutionizing how small businesses support their teams. Our comprehensive online people platform goes beyond full-service payroll, offering integrated solutions like health insurance, 401(k)s, expert HR support, and intuitive team management tools. With offices in Denver, San Francisco, and New York, we proudly serve over 400,000 businesses nationwide.

Our mission is simple yet powerful: to create a world where work empowers a better life. This starts with our own team, fostering a collaborative and inclusive environment. Learn more about our Total Rewards philosophy.

Empowering Sales Growth: Sales Operations Professional

We’re seeking a strategic and results-oriented Sales Operations Professional to become a vital partner to our Sales leadership team. In this critical role, you will be instrumental in building and enhancing the go-to-market (GTM) capabilities for our rapidly expanding sales organization. This is a unique opportunity to directly influence a high-growth, strategically significant part of our business.

Ideal candidates are not just skilled analysts, but also highly motivated problem-solvers who embody our company values and possess a genuine drive for continuous learning and making a tangible impact on sales efficiency and performance.

Your Impact & Responsibilities: Driving Sales Excellence

As a Sales Operations Professional at Gusto, you won’t just be managing tasks; you’ll be shaping the future of our sales engine. Here’s how you’ll contribute:

• Strategic Partnership & Support: Act as a trusted advisor and thought partner to Sales leadership. Provide timely reporting and analysis, support critical decision-making, lead cross-functional initiatives, and tackle ad-hoc projects that drive immediate business value.
• Go-to-Market Strategy & Execution: Play a key role in defining and executing core sales strategies. This includes optimizing sales team structure, redefining roles, refining account and lead prioritization, and designing effective territories to maximize reach and efficiency.
• Process & Tool Optimization: Identify bottlenecks and opportunities for improvement within the sales process. Design, document, and implement efficient workflows and tool enhancements that boost sales efficiency, improve conversion rates, and create better experiences for both our team (Gusties) and our customers.
• Incentive Planning: Develop strategic sales quotas and contribute to the design of motivating sales compensation plans that drive reps towards exceeding sales targets and business objectives.
• Productivity & Enablement: Champion best practices for pipeline management. Define and track key metrics and analytics to measure and enhance overall sales productivity. Translate operational challenges into clear business requirements for technical solutions or process changes.
• Data & Revenue Analytics: Collaborate closely with our RevOps, Finance, and Marketing teams to establish robust sales metrics, build operational dashboards, and contribute to accurate revenue forecasting and business intelligence.
• Cross-Functional Collaboration: Build strong relationships and partner effectively across the organization, particularly with Sales leadership, Finance & Business Operations, Marketing, and Product teams, ensuring alignment and driving collective success.

What You’ll Need to Succeed: Your Profile

You’re a unique blend of analytical horsepower, strategic thinking, and collaborative spirit. Here’s what we’re looking for:

• Experience: You have at least 3+ years of experience in strategy, operations, or analytical roles, with a minimum of 1+ year specifically in sales operations or business operations. Experience within a fast-paced technology or SaaS company is highly preferred.
• Strategic Partner: You excel at collaborating with and advising senior sales leaders, demonstrating a strong yet empathetic business partnership approach.
• Analytical & Problem-Solving Mindset: You are a true first-principles thinker, skilled at diving deep into data, extracting meaningful insights, and presenting them clearly to drive critical business decisions.
• Passion for Sales: You genuinely love the challenge of improving sales performance and creatively finding ways to make sales teams more effective and productive.
• Technical Proficiency: You possess deep experience with common sales tech stack tools, including Salesforce (SFDC), and strong analytical tools like SQL and Tableau (or similar BI/data visualization platforms).
• Self-Driven & Resourceful: You are a natural self-starter and fast learner, proactively seeking solutions and information without needing constant direction.
• Organized & Detail-Oriented: Exceptional organization, project management, and attention to detail are fundamental to your approach – it’s not just required, it’s part of what makes you effective.
• Executive Communication: You communicate complex ideas clearly and persuasively, both in writing and verbally, capable of influencing stakeholders at all levels.
• Adaptable & Resilient: You thrive in a dynamic environment, able to influence senior leaders and drive change while also being willing to roll up your sleeves and troubleshoot granular issues.

Compensation & Location Details

Our cash compensation target for this role is determined by location and experience:

• San Francisco & New York: $107,235 – [Insert Max Range, if available – Original has $107,235 – $]
• Denver & Most Remote Locations: $88,510 – $104,000

Final offer amounts are based on various factors including experience level and expertise.

Gusto maintains physical office locations in Denver, San Francisco, and New York City. Employees based in these metro areas are generally expected to work from the office approximately 2-3 days per week, depending on the specific role’s requirements. This policy also applies to roles within Symmetry, Gusto’s subsidiary in Scottsdale.

For employees approved to work from a location outside a Gusto office, a secure, reliable, and consistent internet connection is essential.

Why Join Gusto? Our Commitment to Inclusion

Our strength comes from the diverse backgrounds and experiences of our team members, just like the small businesses we serve. We believe that hiring great people from all walks of life isn’t just the right thing to do; it’s essential to building a stronger, more innovative company.

If you share our core values and our passion for empowering small businesses, you’ll find a welcoming home here.

Gusto is a proud equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based on race, color, religion, national origin, age, sex (including pregnancy), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or any other legally protected characteristic.

We are also committed to providing reasonable accommodations for candidates with disabilities during the application process. If you require an accommodation, please use the designated form linked below to let us know, and our team will assist you.

Please note our Applicant Privacy Notice regarding personal information collected during your application. Also, be aware of our Fraudulent Activity Disclaimer.

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