Gusto has been growing the small business economy for 15+ years. Not with just great technology, but with heart. We serve 500K+ businesses with payroll, HR, benefits, compliance, and more.

Small businesses are the backbone of the economy, and we're the team in their corner.

About the Role

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 organization more productive — spanning our Platform Sales, Expansion AM, and New Expansion Advisor teams. You'll sit at the intersection of data, process, and execution; you'll turn real sales challenges into the tools, reports, automations, and workflows that move the numbers.

You'll help grow revenue from Gusto's existing customer base through upsells and cross-sells. If you thrive where analytics, problem-solving, and supporting others meet, this role offers ownership, visibility, and the chance to influence how Gusto expands its relationship with the small businesses it already serves.

About the Team

The Expansion Sales Operations team partners closely with sales leadership to support three dynamic, fast-moving sales teams that contribute meaningfully to Gusto's growth. We think of ourselves as builders, problem solvers, and strategic partners; we turn uncertainty into clarity and fragmented processes into scalable, repeatable systems.

Our work spans pacing and pipeline forecasting, quotas, trigger and backlog management, process design, data integrity, account and territory administration, rules of engagement, and increasingly, AI-driven optimization. We value curiosity, open communication, and a commitment to helping our reps operate efficiently and confidently across a multi-product, multi-team motion.

Here's what we're looking for

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 can spot data issues, audit pipeline problems, manage account ownership and routing, and build reports and dashboards that reps and leaders actually use.

Analytical depth across Salesforce reports and dashboards, SQL, Tableau or Looker, and Excel/Google Sheets.

Hands-on experience with forecasting, pipeline management, and territory or quota planning on a recurring cadence; for example, a weekly forecast feeding monthly reviews and QBRs.

Comfort evaluating AI and automation tools and prototyping simple workflows to improve productivity.

Excellent written and verbal communication; you simplify complex information and create alignment from frontline reps to senior directors.

A first-principles problem solver who breaks down ambiguous issues, tests hypotheses, and builds structured solutions.

Exceptionally organized and detail-oriented, you manage multiple projects and recurring workflows while protecting data quality and operational reliability.

A strong partner to sales, with a track record supporting teams that have competing, fast-changing priorities.

Preferred Qualifications

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.