This is your chance to own one of the most technical, horizontal levers in GTM planning: building the scalable models and infrastructure that enable every route to market to grow efficientlyAs Senior Sales Operations Analyst, you'll partner with GTM leaders, Finance, Revenue Operations, and GTM Ops to develop and execute segmentation, book-of-business design, quota setting, and capacity planningYou'll turn GTM strategy into concrete, automated models that determine how customers are segmented, how reps are staffed, and what they are held accountable forThis role takes an end-to-end, platform-minded view across GTM motions, not just a single sales teamYou'll identify where manual work, fragmented logic, or inconsistent processes limit scale and build durable planning infrastructure that drives revenue outcomes as the business evolvesYou'll own the outcome: balanced books, defensible quotas tied to capacity,



and scalable models that hold up under scrutinyYou'll sit within GTM Operations, working as the dedicated segmentation, book-of-business, and capacity planning owner for our Direct, Expansion, and Benefits sales teamsWe think of ourselves as builders and problem solvers: we turn ambiguous planning questions into scalable, defensible models, and we hold the line on rigor even when the business is moving rapid and priorities competeYou'll work in close partnership with each organization’s GTM leaders and their dedicated GTM Ops partners, leaning on their operational and business context, while you own building, defending, and maintaining the segmentation, book, quota, and headcount models that everyone plans againstSegmentation & Book of Business:Own the design and ongoing maintenance of customer/

📌 Senior Sales Operations Analyst (Toronto)
🏢 Gusto
📍 Toronto