Senior Sales Operations Analyst - Business Insurance

Senior Sales Operations Analyst - Business Insurance

Apply to the Senior Sales Operations Analyst - Business Insurance role at Gusto
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At Gusto, we’re on a mission to grow the small business economy. We handle the hard stuff—payroll, health insurance, 401(k) s, and HR—so owners can focus on their craft and customers. We support more than 400,000 small businesses across the country with teams in Denver, San Francisco, and New York.

Gusto’s Benefits Sales team is launching a new Business Insurance (BI) vertical. 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.

Help build the foundation of a rapidly growing and impactful area within Gusto’s business, supporting over 80 sales representatives and influencing the future of the new BI team.

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

Our work includes quotas, pipeline health, forecasting, process design, data integrity, and go‑to‑market strategy, with an increasing emphasis on AI‑driven optimization.

• 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, and 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 Biz Tech 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.

• Experience:
  
  5+ years in Sales Ops, Rev Ops, or a similar analytical GTM role, ideally in a fast‑paced SaaS or Fintech environment.
• Salesforce Expert:
  High proficiency in Salesforce; able to 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.
• Builder’s Mindset:
  Excels in environments where you build the plane while flying it, enjoying 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.
• First‑principles problem solver:
  Capable of breaking down ambiguous issues, testing hypotheses, and developing structured solutions.
• Excellent Communication:
  Able to simplify complex information for stakeholders, providing written and verbal updates that align…