The opportunity
At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers.
What you'll do
Own the design and ongoing maintenance of customer/account segmentation for: Direct, Expansion, and Benefits sales, translating org-level segmentation strategy into concrete, rules-based models these teams can operate against.
Build and maintain balanced books of business across reps and teams,: accounting for account potential, workload, geography, and product mix; own rebalancing when the business shifts (new hires, departures, territory changes, book splits).
Set and maintain clear, documented rules for account assignment, routing, and: reclassification, and serve as the ruling authority when edge cases or disputes come up.
Partner with Sales, GTM Ops, and Systems & Tooling to ensure segmentation and: book structures are reflected accurately in Salesforce and downstream systems.
Own the end-to-end quota-setting process for Direct, Expansion, and Benefits:: translating top-down revenue targets into bottoms-up, capacity-based quotas by rep, team, and segment.
Build and maintain the quota models and methodology, ensuring quotas are: defensible, equitable across territories/books, and tightly tied to book-of-business design and headcount capacity.
What they're looking for
- Partner with RTM leaders, Finance, and Sales Compensation to align quotas: with comp plans, revenue targets, and business priorities each planning cycle.
- Own quota administration through the cycle: true-ups for territory or book changes, new-hire ramp adjustments, and mid-cycle corrections.
- Partner with GTM Ops & Finance on capacity planning for Direct, Expansion,: and Benefits: modeling the headcount needed to cover segmented books and hit revenue targets, and identifying where the org is over- or under-staffed relative to opportunity.
- Build the headcount models that inform hiring plans, partnering with RTM: leaders and Finance on timing, sequencing, and prioritization of new roles.
