GTM Ops Architect: Segmentation, Quotas & Capacity

Gusto; Toronto; Presencial; CAD 90 000 - 130 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Gender-affirming care

Family care

Mental health resources

Medical, dental, and vision insurance

Free meals at office

Paid vacation, sick time, holidays

Resumo da oferta

Gusto is seeking a Senior Sales Operations Analyst to own segmentation, book-of-business design, quotas, and headcount planning across Direct, Expansion, and Benefits sales. You will build scalable models, partner with GTM, Finance, and Sales Compensation, and drive disciplined planning processes in a fast-paced SaaS environment.

You will translate GTM strategy into automated models, maintain governance, and ensure accurate reflections in Salesforce and related systems.

Qualificações

• 5+ years in Sales Ops, RevOps, or a similar analytical GTM role.
• Hands-on experience owning segmentation, territory/book design, quota setting, or headcount/capacity planning.
• Experience building scalable, defensible planning models in fast-paced SaaS or fintech environments.

Responsabilidades

• Own the design and ongoing maintenance of customer segmentation for Direct, Expansion, and Benefits sales.
• Build and maintain balanced books of business across reps and teams.
• Set and maintain clear rules for account assignment, routing, and reclassification.
• Partner with Sales, GTM Ops, and Systems to ensure segmentation and book structures are reflected in Salesforce.
• Own the end-to-end quota-setting process for Direct, Expansion, and Benefits.
• Build headcount models and inform hiring plans.
• Monitor capacity against actual book size and flag gaps.
• Document methodology and decisions for transparency and auditability.

Conhecimentos

Segmentation design

Book-of-business design

Quota setting

Capacity planning

Cross-functional partnership

Salesforce tooling

Headcount modelling

GTM operations

Ferramentas

Salesforce

Descrição da oferta de emprego

Gusto is seeking a Senior Sales Operations Analyst to own segmentation, book-of-business design, quotas, and headcount planning across Direct, Expansion, and Benefits sales. You will build scalable models, partner with GTM, Finance, and Sales Compensation, and drive disciplined planning processes in a fast-paced SaaS environment.

You will translate GTM strategy into automated models, maintain governance, and ensure accurate reflections in Salesforce and related systems.