GTM Operations Lead: Segmentation, Quotas & Capacity

Gusto; New York (NY); Hybrid; USD 100,000 - 155,000; Full time

Benefits offered by this job

Equity (RSUs)

Hybrid work model

Job summary

Gusto seeks a Senior Sales Operations Analyst to own segmentation and book-of-business design, quota setting, and capacity planning across Direct, Expansion, and Benefits sales teams.

You will partner with GTM leaders, Finance, Revenue Operations, and GTM Ops to translate strategy into automated, scalable models that drive revenue and alignment across the organization.

We value cross-functional collaboration, rigorous modeling, and clear, auditable processes to support fast growth.

Qualifications

• 5+ years in Sales Ops, RevOps, or a similar analytical GTM role.

Responsibilities

• Own segmentation, book-of-business, quota setting, and headcount planning across Direct, Expansion, and Benefits.
• Build and maintain quota models and methodology.
• Partner with RTM, Finance, and Sales Compensation to align quotas with targets.

Skills

5+ years in Sales Ops/RevOps

Own outcomes & execution

Sales process proficiency

Analytical depth

Planning processes experience

Strong communication

First-principles problem solver

Cross-functional partner

Salesforce tooling

Tools

Salesforce

Job description

Gusto seeks a Senior Sales Operations Analyst to own segmentation and book-of-business design, quota setting, and capacity planning across Direct, Expansion, and Benefits sales teams.

You will partner with GTM leaders, Finance, Revenue Operations, and GTM Ops to translate strategy into automated, scalable models that drive revenue and alignment across the organization.

We value cross-functional collaboration, rigorous modeling, and clear, auditable processes to support fast growth.