Senior Sales Ops Architect: GTM Quotas & Capacity

Gusto; San Francisco (CA); Hybrid; USD 130,000 - 155,000; Full time

Job summary

Gusto is seeking a Senior Sales Operations Analyst to own segmentation, book-of-business design, and capacity planning across Direct, Expansion, and Benefits sales. You will translate GTM strategy into automated models, balance rep workloads, and ensure fair, data-driven quotas while partnering closely with GTM Ops, Finance, and Sales Compensation.

You will build scalable planning infrastructure, maintain defensible quota methodologies, and lead end-to-end processes that drive revenue growth

Qualifications

• 5+ years in Sales Ops, RevOps, or similar analytical GTM role.
• Experience owning segmentation, territory/book design, quota setting, or headcount/capacity planning.
• Strong sales process & tooling proficiency: account assignment/routing logic, territory/builds, and auditable reporting.
• Analytical depth; able to defend quantitative models under time pressure.
• Excellent written and verbal communication; able to defend methodology to leaders.

Responsibilities

• Own segmentation and book of business design for Direct, Expansion, and Benefits sales.
• Own end-to-end quota-setting process and ensure quotas align with book design and headcount capacity.
• Model headcount planning and capacity, and rebalance as the business evolves.
• Partner with GTM Ops, Finance, and Sales Compensation to align quotas with plans and targets.
• Document methodology and decisions to ensure transparency and repeatability across cycles.

Skills

Sales Ops

RevOps

GTM planning

Quota setting

Headcount planning

Data analysis

Cross-functional collaboration

Tools

Salesforce

Excel

SQL

Reporting

Job description

Gusto is seeking a Senior Sales Operations Analyst to own segmentation, book-of-business design, and capacity planning across Direct, Expansion, and Benefits sales. You will translate GTM strategy into automated models, balance rep workloads, and ensure fair, data-driven quotas while partnering closely with GTM Ops, Finance, and Sales Compensation.

You will build scalable planning infrastructure, maintain defensible quota methodologies, and lead end-to-end processes that drive revenue growth