Senior Sales Ops Architect: Segmentation & Quotas

Gusto; Toronto; Hybrid; CAD 120,000 - 145,000; Full time

Benefits offered by this job

Office flexibility

Remote-friendly

Job summary

Gusto Toronto is seeking a Senior Sales Operations Analyst to own segmentation, book-of-business, quota setting, and capacity planning across Direct, Expansion, and Benefits sales. You will translate GTM strategy into automated models that guide how reps are staffed and held accountable.

You’ll partner with GTM Leaders, Finance, Revenue Operations, and Sales Compensation to align targets with capacity, build defensible quotas, and drive scalable processes in a fast-paced SaaS environment.

Qualifications

• 5+ years in Sales Ops, RevOps, or similar analytical GTM role with hands-on segmentation/quota responsibilities.
• Own outcomes and be accountable when quota, book, or headcount plans are challenged.
• Strong sales process and tooling proficiency; build and audit routing logic and territory structures.
• Analytical depth; defend quantitative models under time pressure.
• Experience running recurring planning processes across multiple stakeholder groups.

Responsibilities

• Own segmentation and book of business for Direct, Expansion, and Benefits sales; translate strategy into concrete rules-based models.
• Build balanced books across reps and teams; manage rebalancing for hires, departures, and territory changes.
• Set, document, and defend account assignment, routing, and reclassification rules; be the authority in edge cases.
• Collaborate with Sales, GTM Ops, and Systems to reflect segmentation in Salesforce and downstream systems.
• Own end-to-end quota setting; translate revenue targets into bottoms-up quotas by rep, team, and segment.
• Maintain quota models and ensure defensible, equitable targets tied to headcount capacity.
• Coordinate with RTM, Finance, and Sales Compensation to align quotas with plans and priorities.
• Own cycle administration: true-ups, ramp adjustments, and mid-cycle corrections.
• Partner with GTM Ops and Finance on capacity planning and hiring timing; monitor headcount vs. opportunity.
• Document methodology and decisions for transparency and repeatability.

Skills

Sales Ops

RevOps

GTM analytics

Quota setting

Headcount planning

Segmentation

Territory design

Account routing

Reporting

Cross-functional

Tools

Salesforce

Job description

Gusto Toronto is seeking a Senior Sales Operations Analyst to own segmentation, book-of-business, quota setting, and capacity planning across Direct, Expansion, and Benefits sales. You will translate GTM strategy into automated models that guide how reps are staffed and held accountable.

You’ll partner with GTM Leaders, Finance, Revenue Operations, and Sales Compensation to align targets with capacity, build defensible quotas, and drive scalable processes in a fast-paced SaaS environment.