Senior GTM Ops Analyst: Segmentation & Quota Strategy

Gusto; Atlanta (GA); Hybrid; USD 105,000 - 150,000; Full time

Benefits offered by this job

Equity (RSUs)

Hybrid work model

Competitive base pay & benefits

Job summary

Gusto is seeking a Senior Sales Operations Analyst to own segmentation, book-of-business design, and quota setting across Direct, Expansion, and Benefits sales. You will partner with GTM leaders, Finance, and Sales Compensation to translate strategy into defensible, capacity-based quotas and scalable planning models.

In this role, you’ll drive end-to-end quota administration, headcount planning, and cross-functional collaboration to ensure books balance with revenue targets.

Qualifications

• 5+ years in Sales Ops, RevOps, or a similar analytical GTM role.
• Experience owning segmentation, territory/book design, quota setting, or headcount planning.
• Strong proficiency with sales tooling and the ability to build auditable models.

Responsibilities

• Own segmentation and book-of-business design for Direct, Expansion, and Benefits sales.
• Own end-to-end quota-setting process by rep, team, and segment.
• Partner with GTM Ops, Finance, and Sales Compensation to align quotas with plans.
• Own headcount and capacity planning, including scenario modeling and rebalancing.

Skills

Segmentation design

Quota setting

Headcount planning

Capacity planning

Cross-functional partnership

Communication

Tools

Salesforce

Job description

Gusto is seeking a Senior Sales Operations Analyst to own segmentation, book-of-business design, and quota setting across Direct, Expansion, and Benefits sales. You will partner with GTM leaders, Finance, and Sales Compensation to translate strategy into defensible, capacity-based quotas and scalable planning models.

In this role, you’ll drive end-to-end quota administration, headcount planning, and cross-functional collaboration to ensure books balance with revenue targets.