Sales Operations Analyst

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.

• Build, automate, and maintain reports and dashboards that track pacing, funnel metrics, trigger and backlog health, SLAs, and rep productivity; keep definitions consistent and documentation clear.
• Own the weekly forecast, CFQ closed-won ARR pacing, and probability-weighted pipeline forecast, feeding the Weekly Business Review (WBR) and Weekly Forecast Review (WFR) cadence for sales and executive leadership.
• Partner with Finance and Analytics to produce operational reporting and revenue insights across dials, connects, lead passes, self-generated opportunities, and book coverage.
• Own metric definitions and data accuracy so leaders trust the numbers they act on.

• Identify and prototype AI and automation tools, such as process automation, analytics copilots, and call coaching, that remove manual friction from the sales process.
• Partner with Sales, BizTech, Product, and Enablement to embed AI into daily sales workflows, improving both efficiency and effectiveness.
• Source and lead net-new AI and automation projects, connecting data insights to process improvements that lift rep productivity.

• Examine workflows and rep performance to identify bottlenecks; recommend and implement process and automation changes that improve conversion, efficiency, and the rep experience.
• Evaluate Rules of Engagement (ROE) requests and comp exception asks, applying clear rules and precedent to produce fair, consistent, and binding rulings.
• Partner with Sales Enablement to document processes, build playbooks, and drive adoption of new tools and workflows.

• Provide day-to-day support to Expansion Sales leadership and reps: ad hoc data requests, process issues, and one-off investigations.
• Own account and territory administration as the business evolves: assignment and coverage upkeep, book reassignments for leave and departures, large-scale account rerouting, and segment reclassification, supported by lead-routing and round-robin (ChiliPiper) automation.
• Support onboarding and offboarding for new hires and departing reps, including roster updates, router mapping, and leave-of-absence (LOA) processing.
• Troubleshoot reporting issues, broken workflows, missing CRM data, and gaps in pipeline visibility with fast, accurate fixes — including closed-won opportunities that didn't sync and ARR discrepancies.

• Work closely with Sales Leadership, RevOps, Finance, BizTech, and Product to keep everyone aligned and remove obstacles to progress.
• Translate sales challenges into clear business requirements; partner cross-functionally to design solutions and durable improvements.
• Keep stakeholders aligned with clear, regular updates to managers and senior leadership on timelines, risks, and outcomes.
• Act as a trusted advisor, bringing structure, insight, and clarity to complex or ambiguous problems.

• 5+ years in Sales Ops, RevOps, or a similar analytical GTM role; ideally in a fast-paced SaaS or fintech environment.
• Strong Salesforce proficiency; you can spot data issues, audit pipeline problems, manage account ownership and routing, and build reports and dashboards that reps and leaders actually use.
• Analytical depth across Salesforce reports and dashboards, SQL, Tableau or Looker, and Excel/Google Sheets.
• Hands-on experience with forecasting, pipeline management, and territory or quota planning on a recurring cadence; for example, a weekly forecast feeding monthly reviews and QBRs.
• Comfort evaluating AI and automation tools and prototyping simple workflows to improve productivity.
• Excellent written and verbal communication; you simplify complex information and create alignment from frontline reps to senior directors.
• A first-principles problem solver who breaks down ambiguous issues, tests hypotheses, and builds structured solutions.
• Exceptionally organized and detail-oriented, you manage multiple projects and recurring workflows while protecting data quality and operational reliability.
• A strong partner to sales, with a track record supporting teams that have competing, fast-changing priorities.

• Experience supporting an expansion, upsell, or cross-sell motion into an existing customer base, rather than net-new acquisition.
• Experience in payroll, HR tech, or SMB SaaS go-to-market motions.
• Experience supporting a multi-product sales org spanning distinct offerings (e.g., tax credits, contractor payments, health insurance, workers' comp, or EOR).
• Experience designing or implementing automations, AI workflows, or similar tooling.
• A track record of building cross-functional relationships across Sales, BizTech, and Analytics.
• Experience building systems to support new or evolving sales motions, with comfort in fast iteration and testing in live sales environments.

Our cash compensation amount for this role is $104,490 to $128,000 for Denver. $126,530 to $155,000 for San Francisco & New York. $97,960 to $120,000 for Phoenix. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above.