- Company: Gusto
- Location: Toronto, Ontario
- Job type: Full-time
- Salary: $120,000 – $145,000 CAD/yr
About the role
Gusto is looking for a Senior Sales Operations Analyst to join the GTM Operations team. You will be the dedicated owner of segmentation, book-of-business design, and capacity planning for the Direct, Expansion, and Benefits sales teams. This role involves building scalable models that drive revenue outcomes and ensure efficient growth across all go-to-market motions.
You will work closely with GTM leaders, Finance, and Revenue Operations to turn strategy into concrete, automated models. The position requires a platform-minded approach, focusing on durable planning infrastructure rather than just managing a single sales team.
Responsibilities
- Design and maintain customer segmentation rules for Direct, Expansion, and Benefits sales.
- Build and manage balanced books of business, accounting for account potential, workload, and geography.
- Own the end-to-end quota-setting process, translating revenue targets into capacity-based quotas.
- Partner with Finance and GTM Ops on headcount and capacity planning to ensure the organization is staffed appropriately.
- Monitor capacity against actual productivity and attrition, flagging gaps before they become critical.
- Communicate clearly with sales leadership on plan status, tradeoffs, and risks.
Requirements
- 5+ years in Sales Ops, RevOps, or a similar analytical GTM role.
- Direct experience owning segmentation, territory design, quota setting, or capacity planning.
- Strong proficiency in sales tools and the ability to build and audit account assignment logic.
- Analytical depth to build and defend quantitative models under time pressure.
- Excellent written and verbal communication skills to defend methodology to senior leadership.
- Experience in a fast-paced SaaS or fintech environment is ideal.
Pay and benefits
- Base salary: $120,000 – $145,000 CAD/yr for Toronto-based candidates.
- Competitive benefits and equity (RSUs) for all full-time employees.
- Final offer amounts are determined by role, level, location, and candidate experience.
How to apply
Apply directly on Gusto’s own careers website. Omadaily never charges job seekers.
