Senior Sales Operations Analyst, Gusto

• You possess a unique blend of analytical sharpness, operational instincts, and strong communication skills
• You can move quickly while paying attention to details and are comfortable supporting a high-volume sales team where priorities can change rapidly
• You thrive on analyzing complex data, resolving workflow issues, and transforming problems into clear solutions
• Most importantly, you communicate effectively with colleagues at all levels, from frontline representatives to directors, ensuring alignment, visibility, and trust
• Experience: 5+ years in Sales Ops, RevOps, or a similar analytical GTM role, ideally in a fast-paced SaaS or Fintech environment
• Strong Salesforce proficiency - you know how to identify data issues, audit pipeline problems, and create reports and dashboards that sales reps and leaders actually use
• Analytical Proficiency: Proficient in creating reports and dashboards using Salesforce, Tableau, Looker, Excel, and Google Sheets
• 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)
• 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
• A first-principles problem solver capable of breaking down ambiguous issues, testing hypotheses, and developing structured solutions
• Exceptionally organized & detail-oriented, capable of managing multiple projects and recurring workflows while ensuring data quality and operational reliability
• A strong partner to sales, able to tackle daily challenges and create solutions that improve their experience and efficiency. Proven experience supporting teams with competing priorities

Desirable

• This is your opportunity to shape the foundation of a rapidly growing, high-impact segment of Gusto's business as a Senior Sales Operations Analyst supporting our Health Insurance (HI) Sales team
• In this role, you will develop insights and AI-powered solutions that enhance productivity for over 80 sales representatives across two segments
• You will act as the link between data, processes, and execution, translating real-world sales challenges into tools, reports, automations, and workflows that make a difference
• You will contribute to the growth of a business segment that serves tens of thousands of small businesses through smarter, data-driven sales strategies
• If you thrive at the intersection of analytics, problem-solving, and supporting others, this role offers you ownership, visibility, and the opportunity to influence how Gusto sells health insurance
• The HI Sales Operations team collaborates closely with sales leadership to support two dynamic sales teams that contribute significantly to Gusto's growth
• We consider ourselves builders, problem solvers, and strategic partners who transform uncertainty into clarity and fragmented processes into scalable, repeatable systems
• Our responsibilities encompass quotas, pipeline health, forecasting, process design, data integrity, go-to-market strategy, and increasingly, AI-driven optimization
• Our team values curiosity, open communication, and the commitment to empower over 80 sales representatives to operate efficiently and confidently
• Develop, automate, and maintain reports and dashboards that track performance, funnel metrics, pipeline health, SLAs, and representative productivity
• Work collaboratively with RevOps, Finance, Marketing, and Analytics teams to generate operational reports, revenue insights, and forecasting models
• Create metrics and dashboards for sales performance to ensure data accuracy, consistent definitions, and clear documentation
• Actively identify and prototype AI tools (such as content generation, analytics copilots, and call coaching) to eliminate manual friction in the sales process
• Collaborate with Sales, BizTech, Product, and Enablement teams to integrate AI into daily sales activities, improving both efficiency and effectiveness
• Examine existing workflows and rep performance to pinpoint bottlenecks and offer actionable recommendations that link data insights to automation and process enhancements
• Identify workflow bottlenecks and refine processes and tools to enhance conversion rates, sales efficiency, and customer experience using data insights and feedback
• Collaborate with Sales Enablement to document processes, create playbooks, and ensure that any changes are effectively communicated and embraced by the sales team
• Provide daily support to HI Sales leadership and representatives across the organization by handling ad-hoc data requests, routing inquiries, resolving process issues, managing account assignments, and conducting one-off investigations
• Troubleshoot reporting issues, broken workflows, missing Salesforce data, and gaps in pipeline visibility, providing fast and accurate solutions
• Translate sales challenges into clear business requirements, then collaborate cross-functionally to design solutions or implement long-term improvements
• Work closely with Sales Leadership, RevOps, Finance, BizTech, and Product teams to ensure alignment and remove obstacles to progress
• Manage change effectively by providing regular updates to stakeholders, including managers and senior leadership, on project timelines, challenges, and outcomes with clear communication
• Act as a trusted advisor, providing structure, insights, and clarity to complex or ambiguous issues