Sr Sales Operations Analyst
About the position Gusto’s Revenue Operations team helps our go-to-market teams operate with clarity, efficiency, and trust. We’re looking for a systems-minded, AI-curious Senior Sales Operations Analyst to strengthen the processes, data quality, and tools that support our high-volume, high-velocity sales and onboarding motions within the Direct Acquisition organization. This role sits at the intersection of operations and innovation. You’ll pair deep process understanding with emerging AI capabilities to reimagine how our sales organization works — using automation, workflow design, and intelligent insights to remove friction and scale efficiently. You’ll partner closely with Sales, Onboarding, BizTech, Forecast & Analytics, Enablement, and PMM to surface opportunities, test AI-powered solutions, and operationalize them for sustainable impact. The ideal candidate is self-sufficient, analytical, and excited to experiment with AI tools that improve rep productivity and operational precision.
Responsibilities
- Lead the design and deployment of AI-powered workflows that automate manual processes, enrich data accuracy, and enhance rep and manager productivity.
- Collaborate with BizTech and RevOps partners to prototype and scale AI tools that improve call prep, lead routing, and decision support across the funnel.
- Document prompt logic, model behavior, and use cases to ensure clarity, adoption, and continuous learning across GTM teams.
- Identify where machine learning insights or conversational agents can improve speed-to-lead, qualification, and onboarding handoffs.
- Map, evaluate, and refine fast-cycle sales and onboarding workflows to reduce friction and improve rep efficiency.
- Translate business needs into structured system and automation requirements; partner with BizTech to scope, test, and deliver enhancements.
- Conduct quality checks and UAT for system changes that impact sales and onboarding teams.
- Analyze funnel performance, rep activity, and process data to uncover trends and AI use-case opportunities.
- Provide clear, actionable recommendations that tie data insights to automation or process improvements.
- Maintain and validate dashboards that integrate traditional metrics with AI-driven insights to help leaders make faster, smarter decisions.
- Support go-to-market readiness for new processes, AI workflows, and product changes by preparing documentation and operational requirements.
- Build strong internal networks across Sales, Onboarding, BizTech, and Analytics to accelerate experimentation and adoption.
- Proactively surface risks, ambiguities, and opportunities to improve how AI and automation drive business outcomes.
Requirements
- ~5+ years of experience in Sales Operations, Revenue Operations, GTM Operations, or a related field
- Hands-on experience supporting high-volume or high-velocity sales motions
- Strong working knowledge of Salesforce and common GTM tools (e.g., Outreach, ZoomInfo)
- Experience mapping workflows, creating requirements, and partnering with technical teams
- Strong analytical skills with the ability to translate data into decisions
- Extreme ownership mentality, and ability to executive comprehensively with speed
- Excellent communication skills with the ability to simplify complexity for stakeholders
- Demonstrated ability to operate autonomously, investigate issues independently, and navigate ambiguity
Nice-to-haves
- Experience in payroll, HR tech, or SMB SaaS go-to-market motions (huge plus)
- Experience designing or implementing automations, AI workflows, or similar tooling
- Familiarity with fast-paced GTM environments or call-center-like sales motions
- Track record of building strong cross-functional relationships across Sales, BizTech, and Analytics
- Comfort with fast iteration, experimentation, and testing in live sales environments
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