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Salary: USD 130,000 - 185,000 / annual
Gusto is seeking a Senior GTM Insights Analyst to serve as the strategic and analytical backbone of its Go-To-Market organization. This is a high-visibility leadership role embedded in Revenue Operations, reporting directly to the Head of GTM.
You will partner with GTM leadership to shape business strategy, own the analytics infrastructure, and serve as the connective tissue between Finance, GTM Operations, GTM leadership, and Product/Growth teams. Your core responsibility is building and defending the end-to-end view of how the GTM organization is designed, how sales processes perform, and how business changes (new products, pricing, org design, market shifts) ripple through the organization and revenue outcomes.
Key responsibilities include:
**Strategy & Business Partnership:** Partner directly with the Head of GTM and GTM leadership to shape business strategy, translating ambiguous strategic questions into structured analysis. 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. Represent GTM in cross-functional conversations with Product and Growth, ensuring changes to product, pricing, or packaging are understood in terms of downstream impact on pipeline, quota, and rep behavior.
**Analytics & Reporting Infrastructure:** Partner with Revenue Analytics to build core analytics and reporting infrastructure that the GTM org relies on, defining metrics, definitions, and data sources that become the single source of truth. Design and maintain recurring reporting cadence (weekly/monthly/quarterly business reviews) that keeps leadership decision-ready. 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 proposed business decisions would change outcomes.
**Translation & Executive Communication:** Translate business decisions (org changes, comp plan updates, territory redesigns, product launches) into clear positioning and narrative for the Head of GTM and 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 major GTM decisions, pressure-testing assumptions and identifying winners, losers, or unintended consequences.
**Cross-Functional Alignment:** Build and maintain trusted relationships with Finance, Product, Growth, and every GTM lead. Identify where routes to market should operate consistently and where they genuinely need to diverge, making that judgment visible to leadership.
You'll join the Revenue Operations organization, which owns the infrastructure, systems, and operational execution that make GTM motions possible. You'll be a peer to RevOps leaders aligned to each route to market, along with Sales Compensation, Sales Enablement, and GTM Systems & Tooling, but your remit cuts horizontally across all of them.
**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
