Head of Revenue Analytics

About the Role:

As the Head of Revenue Analytics at Gusto, you will lead a critical function responsible for using data to measure, analyze, and optimize the drivers of our Go-to-Market revenue. Reporting to the Head of Revenue Operations, you will be a strategic partner to our GTM and Product teams, using a deep understanding of customer behavior and market trends to drive growth, retention, and profitability.

You will lead a team of Gusties responsible for revenue forecasting, marketing analytics, and customer expansion insights, working cross-functionally with Sales, Marketing, Finance, Data, and Product to guide Gusto's growth strategy. The ideal candidate is an exceptional data leader who can balance strategic vision with hands-on analytical work - someone equally comfortable shaping forecasts at the executive level and rolling up their sleeves to build reports or run ad-hoc analyses when needed.

What You'll Do:

* Strategic Leadership:
Develop and execute a comprehensive revenue analytics strategy that aligns with GTM's overall business goals. Partner with GTM and R&D leaders to provide the data and insights needed to make informed, data-driven decisions.

* Forecasting & Planning:
Lead the design and execution of revenue forecasts across acquisition, expansion, and retention. Provide Finance and GTM leaders with accurate, transparent, and actionable views of performance.

* Marketing Analytics:
Drive analysis of acquisition efficiency, ROI, attribution, and customer lifecycle value to optimize spend and guide strategic bets.

* Customer & Retention Insights:
Deliver churn, retention, and CLV analysis to inform strategies for engagement, upsell, and long-term profitability.

* Insights and Recommendations:
Conduct deep-dive analyses to identify revenue drivers and anomalies. Translate complex data into clear, actionable insights and recommendations for senior leadership and cross-functional partners.

* Quota & Budget Alignment:
Partner with Finance and GTM leaders to support quota setting, budget allocation, and performance tracking.

* Data Products &

Infrastructure: Build and scale datasets, dashboards, and tools that provide self-serve access to revenue insights while ensuring data quality and consistency.

* AI-Driven Analytics:
Evaluate and apply AI/ML techniques to enhance forecasting, attribution, and customer lifecycle modeling. Stay ahead of emerging AI tools that can drive efficiency and accuracy in revenue analytics.

* Cross-Functional Collaboration:

Serve as a critical partner to Sales Ops, GTM Analytics, Marketing Ops, and Finance in aligning data and insights across the funnel.

* People Empowerment:
Recruit, mentor, and develop a high-performing analytics team. Foster a culture of curiosity, analytical rigor, and operational excellence to deliver impact across the business.

What We're Looking For:

* 12+ years of experience in analytics, forecasting, or revenue strategy, with at least 5+ years in a leadership role.

* Leadership with a Builder Mindset: A dynamic leader who inspires and develops teams while maintaining a "roll up your sleeves" attitude - able to step into the details when needed to build reports, run analyses, and troubleshoot.

* Analytical Expertise:
Strong analytical skills with expertise in data analysis and visualization tools (e.g., SQL, Tableau, Power BI).

Experience with financial and marketing forecasting models.

* SaaS/Growth Background:
Proven track record of successfully building and leading analytics functions in a high-growth SaaS or technology environment.

* Technical

Skills:

Familiarity with various data sources and technologies, including Salesforce, marketing automation platforms, and data warehouses.

* AI Fluency:
Awareness of how AI/ML is transforming analytics, with the ability to partner with data science and engineering teams to pilot and operationalize AI-driven approaches. Skilled at discerning when AI adds value and when traditional methods are more appropriate.

* Business Acumen:
Deep understanding of the entire customer lifecycle, from acquisition to retention, and how each stage impacts revenue.

* Communication & Influence:
Excellent communication and presentation skills with the ability to distill complex data into clear, actionable insights for both technical and non-technical audiences.

Compensation

Our annual cash compensation range for this role is $201,200 - $251,500 in San Francisco & New York, and $171,200 - $214,000 in Denver. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.