The opportunity
This is your chance to shape the foundation of a fast-growing, high-impact part of Gusto's business as a Senior Sales Operations Analyst supporting our Expansion Sales organization. You'll build the insights and AI-powered solutions that make a large, multi-team sales…
What you'll do
Build, automate, and maintain reports and dashboards that track pacing,: funnel metrics, trigger and backlog health, SLAs, and rep productivity; keep definitions consistent and documentation clear.
Own the weekly forecast, CFQ closed-won ARR pacing, and probability-weighted: pipeline forecast, feeding the Weekly Business Review (WBR) and Weekly Forecast Review (WFR) cadence for sales and executive leadership.
Partner with Finance and Analytics to produce operational reporting and: revenue insights across dials, connects, lead passes, self-generated opportunities, and book coverage.
Own metric definitions and data accuracy so leaders trust the numbers they act on.
Identify and prototype AI and automation tools, such as process automation,: analytics copilots, and call coaching, that remove manual friction from the sales process.
Partner with Sales, BizTech, Product, and Enablement to embed AI into daily: sales workflows, improving both efficiency and effectiveness.
What they're looking for
- Experience supporting an expansion, upsell, or cross-sell motion into an: existing customer base, rather than net-new acquisition.
- Experience in payroll, HR tech, or SMB SaaS go-to-market motions.
- Experience supporting a multi-product sales org spanning distinct offerings: (e.g., tax credits, contractor payments, health insurance, workers' comp, or EOR).
- Experience designing or implementing automations, AI workflows, or similar tooling.
- A track record of building cross-functional relationships across Sales, BizTech, and Analytics.
- Experience building systems to support new or evolving sales motions, with: comfort in fast iteration and testing in live sales environments.
