Sr. Sales Operations Analyst
Role Overview
Senior Sales Operations Analyst owns technical, cross-functional go-to-market planning models and infrastructure.
The role partners with GTM leaders, Finance, Revenue Operations, and GTM Operations on segmentation, account books, quota setting, and capacity planning.
The role supports Direct, Expansion, and Benefits sales teams and owns maintaining models used for planning.
Key Skills for This Role
Full Job Posting
About Gusto
Gusto provides payroll, health insurance, 401(k), and HR services to small businesses.
The company states that full-time employees receive base pay, benefits, and equity; offer amounts vary by role, level, and location.
Gusto expects team members to engage with AI tools relevant to their roles and build AI fluency.
Role overview
Senior Sales Operations Analyst owns technical, cross-functional go-to-market planning models and infrastructure.
The role partners with GTM leaders, Finance, Revenue Operations, and GTM Operations on segmentation, account books, quota setting, and capacity planning.
The role supports Direct, Expansion, and Benefits sales teams and owns maintaining models used for planning.
Segmentation and book of business
- Design and maintain rules-based customer/account segmentation for Direct, Expansion, and Benefits sales.
- Build and rebalance books of business based on account potential, workload, geography, and product mix.
- Set documented account assignment, routing, and reclassification rules and resolve edge cases or disputes.
- Coordinate with Sales, GTM Operations, and Systems & Tooling to reflect segmentation and book structures in Salesforce and downstream systems.
Quota setting
- Translate revenue targets into capacity-based quotas by representative, team, and segment.
- Maintain quota models and methodology, ensuring quotas are defensible, equitable, and tied to book design and headcount capacity.
- Align quotas with compensation plans, revenue targets, and business priorities with go-to-market leaders, Finance, and Sales Compensation.
- Administer quota true-ups, new-hire ramp adjustments, and mid-cycle corrections.
Headcount and capacity planning
- Model headcount needed to cover segmented books and meet revenue targets; identify over- or understaffing.
- Build headcount models for hiring plans, including role timing, sequencing, and prioritization.
- Monitor capacity against book size, productivity, and attrition, and flag imbalances.
- Model headcount and territory changes for reorganizations, new segments, mergers and acquisitions, and product launches.
Requirements
- Own and maintain segmentation, book-of-business, quota, and headcount models for sales teams.
- Partner with GTM leaders, Finance, Revenue Operations, and GTM Operations to develop and execute planning.
- Build scalable, defensible models that support revenue outcomes across multiple go-to-market motions.
- Actively engage with AI tools relevant to the role and grow AI fluency.
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