Senior GTM Insights Analyst

About Gusto At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve. All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy . AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process. About the Role The Senior GTM Insights Analyst is the strategic and analytical backbone of Gusto's GTM organization. You will partner directly 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. You'll build and defend the end-to-end view of how our GTM organization is designed, how our sales processes perform, and how changes to the business (new products, pricing, org design, market shifts) ripple through the organization and revenue outcomes. Where other RevOps leaders own the operational engine & execution you own the strategic and analytical through-line that cuts across all of them, translating what's happening across every motion into a single, coherent narrative leadership can act on, and translating, positioning, and reporting business decisions directly to the Head of GTM for the entirety of the org. This is a high-visibility leadership role embedded in Revenue Operations, partnering directly with the Head of GTM, Finance, Product, Growth, and every GTM route-to-market leader. About the Team You'll join the Revenue Operations organization at Gusto. RevOps at Gusto owns the machine: the infrastructure, systems, and operational execution that make our GTM motions possible. You'll be a peer to the 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 rather than sitting inside one. The best version of this role is fluent in the mechanics of every motion without being married to any one of them, and leans into those partnerships to build one shared picture of the business rather than several competing ones. Here's what you'll do day-to-day Strategy & Business Partnership Partner directly with the Head of GTM, Head of Revenue Ops, GTM leadership & I&O to shape business strategy, translating ambiguous strategic questions into structured analysis leadership can act on. 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 so leadership always has one coherent picture of how the business functions & performs Represent GTM in cross-functional conversations with Product and Growth, ensuring changes to product, pricing, or packaging are understood in terms of their downstream impact on pipeline, quota, and rep behavior before they ship. Partnering directly with your RevOps peers to execute new sales motions or change existing sales processes & behaviors. Analytics & Reporting Infrastructure Partner with Revenue Analytics to build the core analytics and reporting infrastructure the GTM org relies on, defining the metrics, definitions, and data sources that leadership trusts as the single source of truth. Design and maintain the recurring reporting cadence (weekly/monthly/quarterly business reviews) that keeps the Head of GTM and their leadership team decision-ready. Partner with Revenue Analytics, GTM Systems & Tooling, and Finance to 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 a proposed business decision would change outcomes and expectations before it's made. 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 the 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 any major GTM decision, pressure-testing assumptions and identifying where a proposed change will create winners, losers, or unintended consequences across routes to market. Cross-Functional Alignment Build and maintain trusted relationships with Finance, Product, Growth, and every GTM lead, so GTM strategy reflects input from, and stays aligned with, the rest of the business. Identify where routes to market should operate consistently and where they genuinely need to diverge, and make that judgment visible to leadership rather than letting it get decided ad hoc, motion by motion. Here's what we're looking for 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 r