Gusto
Overview
We’re looking for a Head of Sales and Go-To-Mrowth 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. What You’ll Do
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 collaboration across Sales, Marketing, Partnerships, and Growth for a unified go-to-market approach and a 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 processes and data the sales team needs to perform effectively. Responsible for business-as-usual support, reporting, and implementing initiatives defined by strategy. Efficiency, Effectiveness, and Productivity: Embed AI capabilities across RevOps pillars—tooling, analytics, enablement, compensation, and sales execution. Lead AI strategy, automation adoption, and future-of-work transformation for the revenue organization. Partnership Operations Support: Provide operational support for the Partnerships team, optimizing processes, reporting, and systems to ensure scalable success from partner channels. Tooling & Systems Ownership: Oversee administration, optimization, and integration of revenue-related tooling and systems (CRM, marketing automation, sales enablement tools, compensation platforms). Evaluate and recommend new technologies to enhance productivity 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. Cross-Functional Collaboration: Act as a liaison between revenue teams and other departments (Growth, Finance, Data) to ensure alignment and smooth execution of initiatives. AI Evolution, Market & Competitive Intelligence: Understand how AI is transforming revenue teams and implement AI-driven systems and processes. Stay aware of industry trends, market changes, and competitive landscapes to proactively adapt revenue strategies and operations. Qualifications
10+ years of progressive experience in GTM Operations or Sales Operations, including at least 5+ years in a leadership role. Proven track record of building, scaling, and optimizing revenue operations in a high-growth SaaS or technology environment, with experience supporting Sales, Marketing, and Partnerships across Sales Operations, Marketing Operations, and Tooling & Systems. Deep expertise in CRM systems (e.g., Salesforce) and revenue tech 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 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 stakeholders at all levels. Strategic thinker with a proactive, problem-solving mindset in a fast-paced environment. Bachelor's degree in Business, Finance, or a related field; MBA is a plus. Compensation & Office Details
Our annual cash compensation range for this role is $201,200 - $235,000 in San Francisco & New York, and $171,200 - $200,000 in Denver & Atlanta. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above. Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees based in those locations are expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). 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 for hybrid and non-office days. Equal Opportunity
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 any other legally protected characteristic. Gusto considers qualified applicants with criminal histories as permitted by applicable laws. Gusto provides reasonable accommodations for qualified individuals with disabilities and disabled veterans throughout the application process. If you require accommodations at any time, please contact us. Gusto takes security and protection of your personal information 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. Seniority level
Executive Employment type
Full-time Job function
Sales and Business Development Industries: Software Development
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We’re looking for a Head of Sales and Go-To-Mrowth 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. What You’ll Do
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 collaboration across Sales, Marketing, Partnerships, and Growth for a unified go-to-market approach and a 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 processes and data the sales team needs to perform effectively. Responsible for business-as-usual support, reporting, and implementing initiatives defined by strategy. Efficiency, Effectiveness, and Productivity: Embed AI capabilities across RevOps pillars—tooling, analytics, enablement, compensation, and sales execution. Lead AI strategy, automation adoption, and future-of-work transformation for the revenue organization. Partnership Operations Support: Provide operational support for the Partnerships team, optimizing processes, reporting, and systems to ensure scalable success from partner channels. Tooling & Systems Ownership: Oversee administration, optimization, and integration of revenue-related tooling and systems (CRM, marketing automation, sales enablement tools, compensation platforms). Evaluate and recommend new technologies to enhance productivity 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. Cross-Functional Collaboration: Act as a liaison between revenue teams and other departments (Growth, Finance, Data) to ensure alignment and smooth execution of initiatives. AI Evolution, Market & Competitive Intelligence: Understand how AI is transforming revenue teams and implement AI-driven systems and processes. Stay aware of industry trends, market changes, and competitive landscapes to proactively adapt revenue strategies and operations. Qualifications
10+ years of progressive experience in GTM Operations or Sales Operations, including at least 5+ years in a leadership role. Proven track record of building, scaling, and optimizing revenue operations in a high-growth SaaS or technology environment, with experience supporting Sales, Marketing, and Partnerships across Sales Operations, Marketing Operations, and Tooling & Systems. Deep expertise in CRM systems (e.g., Salesforce) and revenue tech 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 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 stakeholders at all levels. Strategic thinker with a proactive, problem-solving mindset in a fast-paced environment. Bachelor's degree in Business, Finance, or a related field; MBA is a plus. Compensation & Office Details
Our annual cash compensation range for this role is $201,200 - $235,000 in San Francisco & New York, and $171,200 - $200,000 in Denver & Atlanta. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above. Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees based in those locations are expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). 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 for hybrid and non-office days. Equal Opportunity
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 any other legally protected characteristic. Gusto considers qualified applicants with criminal histories as permitted by applicable laws. Gusto provides reasonable accommodations for qualified individuals with disabilities and disabled veterans throughout the application process. If you require accommodations at any time, please contact us. Gusto takes security and protection of your personal information 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. Seniority level
Executive Employment type
Full-time Job function
Sales and Business Development Industries: Software Development
#J-18808-Ljbffr