Senior Sales Operations Analyst - Business Insurance
About The Position
Gusto's 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 Gusto’s 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.
Requirements
- 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).
- Builder’s 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.
Nice To Haves
- 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.
Responsibilities
- 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.
- 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.
- 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.
- 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.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
1,001-5,000 employees
