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About the Role

The Senior GTM Insights Analyst serves as the strategic and analytical backbone of Gusto's GTM organization, partnering directly with leadership to shape business strategy, own analytics infrastructure, and connect Finance, GTM Operations, GTM leadership, and Product/Growth. This role builds and defends the end-to-end view of GTM organization design, sales process performance, and the impact of business changes on revenue outcomes. It is a high-visibility leadership role embedded in Revenue Operations, directly partnering with the Head of GTM, Finance, Product, Growth, and all GTM route-to-market leaders.

Responsibilities

Partner directly with the Head of GTM, Head of Revenue Ops, GTM leadership & I&O to shape business strategy, translating ambiguous strategic questions into structured analysis leadership can act on.
Serve as the primary conduit between Finance, GTM Operations, and GTM leadership, translating financial targets into operational plans, and operational reality back into financial forecasts.
Build the end-to-end view of the sales process across every route to market so leadership always has one coherent picture of how the business functions & performs.
Represent GTM in cross-functional conversations with Product and Growth, ensuring changes to product, pricing, or packaging are understood in terms of their downstream impact on pipeline, quota, and rep behavior before they ship.
Partner with Revenue Analytics to build the core analytics and reporting infrastructure the GTM org relies on, defining the metrics, definitions, and data sources that leadership trusts as the single source of truth.
Design and maintain the recurring reporting cadence (weekly/monthly/quarterly business reviews) that keeps the Head of GTM and their leadership team decision-ready.
Partner with Revenue Analytics, GTM Systems & Tooling, and Finance to ensure the analytics layer scales as new routes to market, products, and motions are added.
Build forward-looking models (scenario planning, what-if analysis) that quantify how a proposed business decision would change outcomes and expectations before it's made.
Translate business decisions (org changes, comp plan updates, territory redesigns, product launches) into clear positioning and narrative for the Head of GTM and the broader GTM org.
Own executive-level reporting directly to the Head of GTM, distilling complex, cross-functional inputs into a small number of decisions and recommendations.
Partner with Finance to act as the trusted second read on any major GTM decision, pressure-testing assumptions and identifying where a proposed change will create winners, losers, or unintended consequences across routes to market.
Build and maintain trusted relationships with Finance, Product, Growth, and every GTM lead, so GTM strategy reflects input from, and stays aligned with, the rest of the business.
Identify where routes to market should operate consistently and where they genuinely need to diverge, and make that judgment visible to leadership rather than letting it get decided ad hoc, motion by motion.

Requirements

8+ years of experience in Revenue Operations, GTM Operations, Sales Operations, Strategy, or a strategy/analytics function within a SaaS or subscription business, with direct exposure to senior sales or GTM leadership.
Proven experience acting as a strategic partner to senior GTM leadership, not just an analyst producing reports on request, but someone who shapes the questions being asked.
Deep fluency in building and owning analytics and reporting infrastructure end-to-end, including defining metrics and data sources that become the org's source of truth.
Track record of translating complex, cross-functional inputs (Finance, Product, Ops) into clear executive narrative and recommendations.
Experience partnering across Finance, Product, and GTM Ops, with the credibility to influence decisions in each.
Strong analytical foundation: comfortable building financial/operational models, auditing assumptions, and explaining them in plain English to senior leaders.
AI fluency is required: you actively use AI tools to automate workflows, accelerate analysis, and prototype operational solutions.
Clear, credible communication style: you can influence without authority, hold the line in escalations, and present confidently to senior GTM leaders.
Familiarity with multi-segment or multi-motion GTM orgs (Direct, Indirect, or similar) strongly preferred.
Bachelor's degree in a quantitative, business, or related field, or equivalent practical experience.

Skills

AI tools
Financial modeling
Operational modeling
Auditing assumptions
Executive communication
Influencing without authority
Presenting to senior leaders

Location

Denver
Atlanta
Scottsdale
San Francisco
New York
Toronto

Work Type

Hybrid

Experience Level

Senior
8+ years

Education Level

Bachelor's degree in a quantitative, business, or related field, or equivalent practical experience.

Salary/Compensations

$130,000 - $160,000/yr in Denver, Atlanta, and Scottsdale
$155,000 - $185,000/yr in San Francisco and New York
$150,000 - $180,000 CAD/yr for Toronto

Benefits

Competitive base pay
Benefits
Equity (RSUs)

About the Company

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 their customers.
With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.
All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success.
Offer amounts are determined by role, level, and location.
AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves.
Gusto has physical office spaces in Denver, San Francisco, and New York City.
Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role).
The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.
When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.

Equal Opportunity

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.
Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic.
Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law.
Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.