Sr. Sales Operations Analyst

Gusto is hiring a Senior Sales Operations Analyst to build and own scalable segmentation, book-of-business, quota-setting, and capacity-planning models for its Direct, Expansion, and Benefits sales teams. The role partners with GTM leaders, Finance, Revenue Operations, and Sales Compensation to turn GTM strategy into defensible, automated planning infrastructure and revenue outcomes.

Responsibilities

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

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

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

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

Preferred

ideally in a fast-paced SaaS or fintech environment

Experience owning segmentation, book-of-business, or quota/capacity planning across multiple sales organizations or motions simultaneously (e.g., new business, expansion, and a distinct product line)

Experience in payroll, HR tech, benefits, or SMB SaaS go-to-market motions

Experience partnering with Sales Compensation and Finance on quota-to-comp alignment

Experience designing or improving account assignment/routing automation (e.g., lead-routing tools, rules engines)

SaaS Experience

Fintech Experience

Book-of-Business Management

Quota Planning

Sales Organization Planning

Sales Motion Planning

Payroll Industry Experience

HR Tech Experience

Benefits Industry Experience

SMB SaaS Go-to-Market

Sales Compensation

Finance Partnership

Quota-to-Comp Alignment

Account Assignment Automation

Lead Routing

Rules Engines

Benefits

All full-time employees receive equity (RSUs).

Employees based in Denver, San Francisco, and New York City are expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles based in Scottsdale.

Toronto, Ontario - Remote

Company

Payroll, HR, benefits, and compliance software for small businesses

San Francisco, California, USA

https://www.gusto.com/

Founded in 2011

1001-5000 employees

Qualifications

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

Proven ability to own outcomes and execution, not just analysis or recommendations: you're comfortable being the accountable owner when a quota, book, or headcount plan is challenged

Strong sales process & tooling proficiency: you can build and audit account assignment/routing logic, manage territory and book structures, and build reporting that leaders trust

Analytical depth; comfortable building and defending quantitative models (quota, capacity, segmentation) under time pressure

Experience running planning processes on a recurring cadence (annual/quarterly quota setting, ongoing book rebalancing, headcount reviews) across multiple stakeholder groups

Excellent written and verbal communication; you can defend a model's methodology to GTM leaders and senior sales leadership, and hold your ground when a decision is unpopular but correct

A first-principles problem solver who can build a defensible model from ambiguous inputs and translate org-level strategy into concrete, rules-based execution

A strong cross-functional partner, able to work closely with GTM leaders and GTM Ops peers without ceding ownership of the outcome

Ideally in a fast-paced SaaS or fintech environment

Experience owning segmentation, book-of-business, or quota/capacity planning across multiple sales organizations or motions simultaneously (e.g., new business, expansion, and a distinct product line)

Experience in payroll, HR tech, benefits, or SMB SaaS go-to-market motions

Experience partnering with Sales Compensation and Finance on quota-to-comp alignment

Experience designing or improving account assignment/routing automation (e.g., lead-routing tools, rules engines)

Required skills

Sales Operations, Revenue Operations, Sales Segmentation, Territory and Book-of-Business Design, Quota Setting, Headcount and Capacity Planning, Quantitative Modeling, Account Assignment and Routing, Sales Compensation Alignment, SaaS Go-to-Market, Payroll, HR Tech, and Benefits

Preferred skills

ideally in a fast-paced SaaS or fintech environment

Experience

5+ years