About Gusto
At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff—like payroll, health insurance, 401(k)s, and HR—so owners can focus on their craft and customers. With teams in Denver, San Francisco, and New York, we’re proud to support more than 400,000 small businesses across the country, and we’re building a workplace that represents and celebrates the customers we serve. Learn more about our Total Rewards philosophy.
About the Role:
Gusto’s Revenue Operations team helps our go-to-market teams operate with clarity, efficiency, and trust. We’re looking for a systems-minded, AI-curious Senior Sales Operations Analyst to strengthen the processes, data quality, and tools that support our high-volume, high-velocity sales and onboarding motions within the Direct Acquisition organization.
About the Team:
This role sits at the intersection of operations and innovation. You’ll pair deep process understanding with emerging AI capabilities to reimagine how our sales organization works — using automation, workflow design, and intelligent insights to remove friction and scale efficiently.
You’ll partner closely with Sales, Onboarding, BizTech, Forecast & Analytics, Enablement, and PMM to surface opportunities, test AI-powered solutions, and operationalize them for sustainable impact. The ideal candidate is self-sufficient, analytical, and excited to experiment with AI tools that improve rep productivity and operational precision.
Here’s what you’ll do day-to-day:
AI & Workflow Innovation
- Lead the design and deployment of AI-powered workflows that automate manual processes, enrich data accuracy, and enhance rep and manager productivity.
- Collaborate with BizTech and RevOps partners to prototype and scale AI tools that improve call prep, lead routing, and decision support across the funnel.
- Document prompt logic, model behavior, and use cases to ensure clarity, adoption, and continuous learning across GTM teams.
- Identify where machine learning insights or conversational agents can improve speed-to-lead, qualification, and onboarding handoffs.
Process & Systems Optimization
- Map, evaluate, and refine fast-cycle sales and onboarding workflows to reduce friction and improve rep efficiency.
- Translate business needs into structured system and automation requirements; partner with BizTech to scope, test, and deliver enhancements.
- Conduct quality checks and UAT for system changes that impact sales and onboarding teams.
Analytics & Insights
- Analyze funnel performance, rep activity, and process data to uncover trends and AI use-case opportunities.
- Provide clear, actionable recommendations that tie data insights to automation or process improvements.
- Maintain and validate dashboards that integrate traditional metrics with AI-driven insights to help leaders make faster, smarter decisions.
Cross-Functional Execution
- Support go-to-market readiness for new processes, AI workflows, and product changes by preparing documentation and operational requirements.
- Build strong internal networks across Sales, Onboarding, BizTech, and Analytics to accelerate experimentation and adoption.
- Proactively surface risks, ambiguities, and opportunities to improve how AI and automation drive business outcomes.
Here’s what we're looking for:
- ~5+ years of experience in Sales Operations, Revenue Operations, GTM Operations, or a related field
- Hands-on experience supporting high-volume or high-velocity sales motions
- Strong working knowledge of Salesforce and common GTM tools (e.g., Outreach, ZoomInfo)
- Experience mapping workflows, creating requirements, and partnering with technical teams
- Strong analytical skills with the ability to translate data into decisions
- Extreme ownership mentality, and ability to executive comprehensively with speed
- Excellent communication skills with the ability to simplify complexity for stakeholders
- Demonstrated ability to operate autonomously, investigate issues independently, and navigate ambiguity
Preferred Qualifications
- Experience in payroll, HR tech, or SMB SaaS go-to-market motions (huge plus)
- Experience designing or implementing automations, AI workflows, or similar tooling
- Familiarity with fast-paced GTM environments or call-center-like sales motions
- Track record of building strong cross-functional relationships across Sales, BizTech, and Analytics
- Comfort with fast iteration, experimentation, and testing in live sales environments
Our cash compensation amount for this role is $104,490 to $128,000 for Denver, Atlanta & Las Vegas. $126,530 to $155,000 for San Francisco & New York. $97,960 to $120,000 for Phoenix. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above.
Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.
Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.
When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.
Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.
Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.
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