Head of Sales and GTM Operations

Gusto • Denver, CO

72d • $171,200 - $251,000

About The Position

We're looking for a Head of Sales and Go-To-Market Operations to lead and empower our Sales and GTM Operations team. The Head of Sales and GTM Operations will drive effectiveness and efficiency of our revenue generation processes within Go-to-Market. In this pivotal role, they will be focusing on optimizing sales operations, driving data-driven decision-making, and scaling the overall performance of our revenue-generating operations to support Gusto's continued growth. This leader is responsible for scaling our revenue-generating processes to optimize and enhance our GTM teams' performance. This leader will build necessary systems, support RTM strategies, and ensure cross-functional alignment (with Direct / Indirect Sales, Marketing, Expansion Sales, Benefits Sales, R&D, Growth, Partnerships, Finance and more) to achieve scalable growth.

Requirements

• 10+ years of progressive experience in GTM Operations, Sales Operations, or a related field, with at least 5+ years in a leadership role.
• Proven track record of successfully building, scaling, and optimizing revenue operations functions in a high-growth SaaS or technology environment, with direct experience supporting Sales, Marketing, and Partnerships across Sales Operations, Marketing Operations, and Tooling & Systems
• Deep expertise in CRM systems (e.g., Salesforce) and other revenue technology stacks, including marketing automation (e.g., HubSpot), sales engagement platforms, and data visualization tools (e.g., Tableau).
• Exceptional analytical skills with the ability to translate complex data into actionable insights and strategic recommendations.
• Strong understanding of the entire customer lifecycle, from demand generation to customer retention, and how each stage contributes to revenue.
• Demonstrated ability to drive cross-functional prioritization, alignment, and collaboration.
• Excellent communication, presentation, and interpersonal skills, with the ability to influence and build rapport with stakeholders at all levels.
• Strategic thinker with a proactive and problem-solving mindset, comfortable operating in a fast-paced and evolving environment.
• Bachelor's degree in Business, Finance, or a related field.

Nice To Haves

• MBA is a plus.

Responsibilities

• Strategic Enablement & Alignment: Develop and execute a comprehensive Sales and GTM operations strategy that aligns with Gusto's overall business goals and growth targets. Foster strong collaboration across Sales, Marketing, Partnerships, and Growth, providing the operational frameworks and insights they need for a unified go-to-market approach and seamless customer journey.
• Sales Operations Leadership: Lead and optimize all aspects of Sales Operations, including territory design, quota setting, pipeline management, sales forecasting, and overall sales process efficiency. Provide the sales team with the processes and data they need to perform effectively.. Responsible for business as usual support, reporting, and implementing initiatives defined by strategy.
• Efficiency, Effectiveness, and Productivity: Embedding AI capabilities across all RevOps pillars - tooling, analytics, enablement, comp, and sales execution. Leads AI strategy, automation adoption, and future-of-work transformation for rev org.
• Partnership Operations Support: Provide critical operational support for our Partnerships team, optimizing processes, reporting, and systems to ensure scalable success and growth from our partner channels.
• Tooling & Systems Ownership: Oversee the administration, optimization, and integration of all revenue-related tooling and systems, including CRM (e.g., Salesforce), marketing automation platforms, sales enablement tools, and compensation platforms. Evaluate and recommend new technologies to enhance productivity and effectiveness across Sales, Marketing, and Partnerships.
• Team Leadership & Development: Build, mentor, and lead a high-performing Sales and GTM Operations team. Foster a culture of continuous learning, data-driven thinking, and operational excellence within the team.
• Cross-Functional Collaboration: Act as a critical liaison between revenue teams and other departments such as Growth, Finance, and Data ensuring alignment and smooth execution of initiatives.
• AI Evolution, Market & Competitive Intelligence: Understand how AI is transforming the revenue teams today and implement systems and processes that are AI driven. Stay abreast of industry trends, market changes, and competitive landscapes to proactively adapt revenue strategies and operations.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Industry: Food Services and Drinking Places
• Number of Employees: 1,001-5,000 employees