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Senior GTM Insights Analyst

Gusto
Toronto, CAN
Full-time
Director
Onsite
Discovered 1 months ago
Go-to-market analyticsRevenue operationsSales process analysisAnalytics and reporting infrastructureMetric definitionScenario planning

Full Job Posting

About Gusto

Gusto provides payroll, health insurance, 401(k), and HR services to small businesses.

Gusto says AI is a fundamental part of work and expects team members to engage with role-relevant AI tools and build fluency.

Role overview

The Senior GTM Insights Analyst is an analytical and strategic partner to Gusto's go-to-market organization.

The role is embedded in Revenue Operations and works across GTM leadership, Finance, Product, Growth, Revenue Analytics, and GTM systems.

The role develops a unified view of GTM processes and performance and translates business developments into actionable leadership insight.

Strategy and business partnership

  • Partner with GTM leadership to turn ambiguous strategic questions into structured analysis.
  • Translate financial targets into operational plans and operational performance into financial forecasts.
  • Build an end-to-end view of sales processes across routes to market.
  • Assess how product, pricing, and packaging changes affect pipeline, quota, and sales behavior.
  • Partner with RevOps leaders to execute new sales motions and update sales processes.

Analytics and reporting

  • Define metrics, metric definitions, and data sources for trusted GTM analytics and reporting.
  • Design and maintain weekly, monthly, and quarterly business review reporting.
  • Work with Revenue Analytics, GTM Systems and Tooling, and Finance to scale analytics as the business adds routes, products, and motions.
  • Build scenario-planning and what-if models to estimate the effects of proposed decisions.

Executive communication

  • Translate organizational changes, compensation updates, territory redesigns, and product launches into clear narratives for GTM leadership and teams.
  • Own executive-level reporting to the Head of GTM, distilling complex inputs into decisions and recommendations.
  • Partner with Finance as a trusted second read on business decisions.

Compensation and benefits

  • Full-time employees receive base pay, benefits, and equity; offer amounts vary by role, level, and location.

Requirements

  • Experience or capability to partner with GTM leadership and translate ambiguous strategic questions into actionable analysis.
  • Ability to analyze sales processes and GTM performance across multiple routes to market.
  • Ability to build trusted analytics and reporting infrastructure, including metrics, definitions, and data sources.
  • Ability to develop forward-looking models, scenario planning, and what-if analysis.
  • Ability to communicate complex cross-functional information as executive-level narratives, decisions, and recommendations.
  • Team members are expected to engage with AI tools relevant to their role and develop AI fluency; specific experience requirements vary by role.

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