Senior Sales Operations Analyst, Gusto
Business Insurance
$104.5-155k
Actual salary range is dependent on location
Automated payroll, benefits & HR platform
Be an early applicant
Automated payroll, benefits & HR platform
1001+ employees
Be an early applicant
$104.5-155k
Actual salary range is dependent on location
1001+ employees
Company mission
To grow the small business economy.
Role
Who you are
- Experience: 5+ years in Sales Ops, RevOps, or a similar analytical GTM role, ideally in a fast-paced SaaS or Fintech environment
- Salesforce Expert: High proficiency in Salesforce; you can identify data issues, audit pipelines, and build reports that leaders actually use
- Proficient in AI and Automation: Skilled at evaluating AI tools and automation solutions to identify opportunities for improving productivity. Experienced in prototyping simple workflows and incorporating AI into operational processes (no engineer-level skills required)
- Builder’s Mindset: You excel in environments where you build the plane while flying it, and you enjoy transforming complex problems into repeatable playbooks
- Analytical Proficiency: Proficient in creating reports and dashboards using Salesforce, Tableau, Looker, Excel, and Google Sheets
- Curious & Adaptable: A proactive learner who looks for the best solution to a problem, whether that involves an AI prototype or a simple process change
- A first-principles problem solver capable of breaking down ambiguous issues, testing hypotheses, and developing structured solutions
- Excellent Communication: Excellent communication skills with the ability to simplify complex information for stakeholders, providing written and verbal updates that align senior leadership with stakeholders
Desirable
- Experience in payroll, HR tech, or SMB SaaS go-to-market motions
- Experience designing or implementing automations, AI workflows, or similar tooling
- Track record of building strong cross-functional relationships across Sales, BizTech, and Analytics
- Experience building systems to support new sales motions
- Comfort with fast iteration, experimentation, and testing in live sales environments
What the job involves
- Gusto's Benefits Sales team is launching a new Business Insurance (BI) vertical, a rapidly growing segment poised to scale quickly
- We are looking for a systems-minded, AI-curious Senior Sales Operations Analyst to be the primary Sales Operations thought partner for this new vertical
- Your role will involve designing, implementing, and optimizing processes, and creating reports to track performance
- This is your opportunity to help build the foundation of a rapidly growing and impactful area within Gusto’s business as a Senior Sales Operations Analyst supporting the Benefits Sales team
- You will analyze data from various systems and develop AI-driven solutions to boost productivity for over 80 sales representatives across two existing segments, while also influencing the future of the new Business Intelligence (BI) team
- The Revenue Operations team supporting the Benefits Sales organization will collaborate closely with sales leadership to empower a fast-paced sales team that drives one of Gusto's key growth areas
- The Benefits Sales team consists of two segments: Health Insurance and the newly established Business Insurance team
- Our work scope includes quotas, pipeline health, forecasting, process design, data integrity, and go-to-market strategy, with an increasing emphasis on AI-driven optimization
- Our team values curiosity, communication, and a commitment to assist over 80 representatives in operating efficiently and confidently
- Design and implement the BI Sales engine: Lead the creation and deployment of AI-driven workflows that automate manual processes and boost sales productivity
- Create a scalable system for tracking quotas, assigning territories, and modeling commissions, capable of expanding from 2 representatives to 60 within a year
- Build and automate dashboards in Salesforce to monitor lead conversion, analyze funnel performance, sales activity, identify trends, and opportunities for AI use cases
- Provide clear and actionable recommendations that link data insights to automation or process improvements
- Actively identify and prototype AI tools (such as content generation, analytics copilots, and call coaching) to eliminate manual friction in the sales process
- Examine existing workflows and rep performance to pinpoint bottlenecks and offer actionable recommendations that link data insights to automation and process enhancements
- Act as a trusted advisor to the Head of Sales, Enablement, Finance, Analytics, and BizTech to facilitate progress, guide change management, and drive adoption
- Identify and address risks, uncertainties, and opportunities to enhance how AI and automation drive business outcomes
- Facilitate go-to-market readiness for new processes, AI workflows, and product updates by creating documentation and operational requirements
Our take
For many small businesses, vital administrative tasks such as payroll, taxes, and benefits are manual tasks that take time and energy which many SMB owners don’t have. The three co-founders of Gusto – all coming from small business backgrounds – collaborated on a Fintech company that would handle employee payments, benefits administration, and compliance support specifically for small businesses.
The company may have started slowly, as the founders focused on nailing each individual aspect of Gusto’s operations, but has now skyrocketed to unicorn status with more than 400,000 customers and a multi-billion dollar valuation. And in 2021, Gusto began acquiring other companies to strengthen its offering and its position in a competitive market, including two other fintech startups, Ardius and Symmetry.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. Although Gusto has found itself impacted by the macroeconomic situation, through the significant effect it has had on its clientele, the company still appears positive for the future after raising funds in 2023 that has seen it reach key profitability benchmarks. It continues to expand its platform, most recently partnering with Parafin to launch a payroll line of credit for small businesses. With a growing suite of services and a clear focus on supporting small businesses through changing economic conditions, Gusto looks set to sustain its momentum and further strengthen its position in the HR and payroll technology market.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.3m
Company benefits
- Health and Wellbeing: Medical, dental, and vision insurance for employees and dependents. Family care and support, including family planning and fertility benefits. Gender-affirming care and support. A variety of mental health resources.
- Time Away: It's important to take time away for yourself or to take care of your family. Gusto offers paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more!
- Free meals and refreshments: If you work at one of our offices, enjoy food, drinks, and snacks— on us. Conversation and community is an added bonus!
- Perks:
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(Co-Founder & CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(Co-Founder & CPO)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo, a mobile self-service technologies company, in 2008. Co-founded Gusto in 2011.
Edward Kim
(Co-Founder & Head of Engineering)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing, a printed photos company, in 2008. Co-founded Gusto in 2011.
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