Senior Sales Operations Analyst Business Insurance

About Gusto

At Gusto were on a mission to grow the small business economy. We handle the hard stufflike payroll health insurance 401(k)s and HRso owners can focus on their craft and customers. With teams in Denver San Francisco and New York were proud to support more than 400000 small businesses across the country and were building a workplace that represents and celebrates the customers we serve. Learn more about our Total Rewards philosophy.

About the Role:

Gustos Benefits Sales team is launching a new Business Insurance (BI) vertical a rapidly growing segment poised to scale quickly. We are looking for a systems-minded AI-curious Senior Sales Operations Analyst to be the primary Sales Operations thought partner for this new vertical. Your role will involve designing implementing and optimizing processes and creating reports to track performance.

This is your opportunity to help build the foundation of a rapidly growing and impactful area within Gustos business as a Senior Sales Operations Analyst supporting the Benefits Sales team. You will analyze data from various systems and develop AI-driven solutions to boost productivity for over 80 sales representatives across two existing segments while also influencing the future of the new Business Intelligence (BI) team.

About the Team:

The Revenue Operations team supporting the Benefits Sales organization will collaborate closely with sales leadership to empower a fast-paced sales team that drives one of Gustos key growth areas. The Benefits Sales team consists of two segments: Health Insurance and the newly established Business Insurance team.

Our work scope includes quotas pipeline health forecasting process design data integrity and go-to-market strategy with an increasing emphasis on AI-driven optimization. Our team values curiosity communication and a commitment to assist over 80 representatives in operating efficiently and confidently.

Heres what youll do day-to-day:

• Process & Systems Optimization
  • Design and implement the BI Sales engine: Lead the creation and deployment of AI-driven workflows that automate manual processes and boost sales productivity.
  • Create a scalable system for tracking quotas assigning territories and modeling commissions capable of expanding from 2 representatives to 60 within a year.

• Analytics & Insights
  • Build and automate dashboards in Salesforce to monitor lead conversion analyze funnel performance sales activity identify trends and opportunities for AI use cases.
  • Provide clear and actionable recommendations that link data insights to automation or process improvements.

• AI & Workflow Innovation
  • Actively identify and prototype AI tools (such as content generation analytics copilots and call coaching) to eliminate manual friction in the sales process.
  • Examine existing workflows and rep performance to pinpoint bottlenecks and offer actionable recommendations that link data insights to automation and process enhancements.

• Cross-Functional Partnership
  • Act as a trusted advisor to the Head of Sales Enablement Finance Analytics and BizTech to facilitate progress guide change management and drive adoption.
  • Identify and address risks uncertainties and opportunities to enhance how AI and automation drive business outcomes.
  • Facilitate go-to-market readiness for new processes AI workflows and product updates by creating documentation and operational requirements.

Heres what were looking for:

• Experience: 5 years in Sales Ops RevOps or a similar analytical GTM role ideally in a fast-paced SaaS or Fintech environment.
• Salesforce Expert: High proficiency in Salesforce; you can identify data issues audit pipelines and build reports that leaders actually use.
• Proficient in AI and Automation: Skilled at evaluating AI tools and automation solutions to identify opportunities for improving productivity. Experienced in prototyping simple workflows and incorporating AI into operational processes (no engineer-level skills required).
• Builders Mindset: You excel in environments where you build the plane while flying it and you enjoy transforming complex problems into repeatable playbooks.
• Analytical Proficiency: Proficient in creating reports and dashboards using Salesforce Tableau Looker Excel and Google Sheets.
• Curious & Adaptable: A proactive learner who looks for the best solution to a problem whether that involves an AI prototype or a simple process change.
• A first-principles problem solver capable of breaking down ambiguous issues testing hypotheses and developing structured solutions.
• Excellent Communication: Excellent communication skills with the ability to simplify complex information for stakeholders providing written and verbal updates that align senior leadership with stakeholders.

Preferred Qualifications

• Experience in payroll HR tech or SMB SaaS go-to-market motions.
• Experience designing or implementing automations AI workflows or similar tooling.
• Track record of building strong cross-functional relationships across Sales BizTech and Analytics.
• Experience building systems to support new sales motions.
• Comfort with fast iteration experimentation and testing in live sales environments.

Our cash compensation amount for this role is $104490 to $128000 for Denver Atlanta & Las Vegas. $126530 to $155000 for San Francisco & New York. $97960 to $120000 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 Gustos 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 its 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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