Revenue Operations - GTM

Summary

Join Gusto as the Head of Revenue Operations and lead the optimization and scaling of revenue-generating processes. You will develop and execute a comprehensive revenue operations strategy, aligning with Gusto's business goals. Responsibilities include leading sales operations, supporting partnership operations, overseeing revenue-related tooling and systems, mastering data and analytics, driving sales enablement initiatives, managing sales compensation, and leading a high-performing team. The ideal candidate possesses 15+ years of progressive experience in revenue operations, with at least 5-7 years in a leadership role. Deep expertise in CRM systems and other revenue technologies is required, along with exceptional analytical skills and strong cross-functional collaboration abilities. This role reports to the Head of GTM and is based in Denver, San Francisco, or New York City, with a hybrid work model.

Requirements

• 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

Responsibilities

• 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
• 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
• Provide critical operational support for our Partnerships team, optimizing processes, reporting, and systems to ensure scalable success and growth from our partner channels
• 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
• 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
• 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
• Design, implement, and administer effective Sales Compensation plans that incentivize desired behaviors, align with strategic goals, and are fair and transparent
• 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
• Act as a critical liaison between revenue teams and other departments such as Growth, Finance, and Data ensuring alignment and smooth execution of initiatives
• 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

Preferred Qualifications

MBA is a plus

Benefits

• Health insurance
• 401(k)s
• 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)