Head of Revenue Operations - GTM

Gusto, Inc. • Denver, Colorado, United States • Full-time

$150,000

per year

leadership Data Analytics CRM Sales Operations Revenue Operations

Job Description

About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 400,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually. Learn more about our Total Rewards philosophy.

About the Role:

Gusto is seeking a strategic and results-oriented Head of Revenue Operations to drive effectiveness and efficiency of our revenue generation processes within Go-to-Market. In this pivotal role, you 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. The role oversees sales operations, compensation, business analytics, enablement, and revenue technology functions.

Reporting directly to the Head of GTM, you will be a key leader in ensuring all revenue-related activities are cohesive, impactful, and aligned with our overarching business objectives.

Here’s what you’ll do day-to-day:

Strategic Enablement & Alignment: Develop and execute a comprehensive revenue 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.
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.
Data & Analytics Mastery: Own the revenue data analytics strategy, ensuring data integrity, accessibility, and actionable insights for all revenue teams. Establish and monitor key performance indicators (KPIs) and metrics for the entire revenue organization. Leverage advanced analytics to identify trends, forecast revenue accurately, and provide data-driven recommendations for strategic decision-making and performance improvement.
Sales Enablement Leadership: Drive comprehensive Sales Enablement initiatives, ensuring our revenue teams have the knowledge, skills, and tools necessary to perform at their best. This includes content management, training programs, and coaching support.
Sales Compensation Management: Design, implement, and administer effective Sales Compensation plans that incentivize desired behaviors, align with strategic goals, and are fair and transparent.
Team Leadership & Development: Build, mentor, and lead a high-performing Revenue 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 Depth, 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.

Here’s what we're looking for:

15+ years of progressive experience in Revenue Operations, Sales Operations, or a related field, with at least 5-7 years in a leadership role (Head of or VP level).
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, Tooling & Systems, Data & Analytics, Sales Enablement, and Sales Compensation.
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. MBA is a plus.

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.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.

When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required.

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.