Backed by General Catalyst, Kleiner Perkins and Y Combinator.
About the role
This is your chance to own one of the most technical, horizontal levers in GTM planning: building the scalable models and infrastructure that enable every route to market to grow efficiently. As Senior Sales Operations Analyst, you’ll partner with GTM leaders, Finance, Revenue Operations, and GTM Ops to develop and execute segmentation, book-of-business design, quota setting, and capacity planning. Found on 1752vc Careers, the job board for startup and VC roles.
What they're looking for
- 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
More about this role
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.
All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy .
AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.
This is your chance to own one of the most technical, horizontal levers in GTM planning: building the scalable models and infrastructure that enable every route to market to grow efficiently. As Senior Sales Operations Analyst, you’ll partner with GTM leaders, Finance, Revenue Operations, and...
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