Revenue Insights & Operations Lead


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 200,000 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.

Our Revenue Operations (RevOps) team aligns sales, marketing, and customer success through the customer lifecycle to drive revenue growth and establish a consistent approach across data, processes, technology, and team accountability to improve operational efficiency. 

We are seeking a dynamic, strategic leader to join the Revenue leadership team and focus on driving revenue growth through end-to-end funnel insights, optimization, enablement, pricing and analytics. In this role, you will be responsible for developing GTM strategies and program managing cross-functional initiatives.

Here’s what you’ll do

  • Strategy: Serve as strategic horsepower for the Revenue organization in close partnership with our Chief Revenue Officer and Head of RevOps to define short/long term strategy, priorities, and translate them into concrete plans. This includes advising Revenue leadership on topics ranging from specific analyses to annual strategic planning based on external research and benchmarking, internal analysis, and experience
  • Programs: Identify, develop, and manage large scale programs end-to-end for company-wide initiatives, such as Sales Transformation and Pricing Strategy
  • Accountability: Develop and coordinate forums for transparency and governance to ensure Revenue is on track to achieve goals. This includes preparing content for business reviews
  • Communications: Cascade strategy and plans by working cross-functionally and producing executive ready materials including strategic documents, monthly business reviews, and board presentations
  • Relationships: Interface across the Revenue organization and with cross-functional teams in EPD, Customer Experience, Finance, People, Legal, etc
  • Glue: Be the go-to person for many key organizational initiatives requiring cross-functional coordination. Go deep and help Revenue as opportunities arise and help us scale. When things break, get your hands dirty and troubleshoot issues as they arise

Here’s what we’re looking for

  • 7+ years of relevant work experience in operating roles at growing startups, biz ops roles, and/or consulting with business problem solving training
  • MBA or equivalent business experience preferred
  • Deep empathy and obsession for our small business customers
  • Ability to transform general strategic direction into tactical action plans, with validation from stakeholders
  • Experience in implementing strategic and large scale initiative projects across matrixed organizations, in a change-oriented and fast-paced environment
  • Exceptional oral and written communications skills, including presentation creation, executive presence, and ability to influence senior leaders. Ability to communicate advanced analytical concepts and complex quantitative analysis in a concise, clear, and actionable manner. 
  • Self-starter. Ability to be independent, multi-task, and comfort with ambiguity (operate with limited information and competing priorities)
  • A deep passion for helping others

At Gusto, we strive to provide rewards that empower employees to achieve their financial and personal goals. We offer competitive compensation packages with a strong emphasis on equity based compensation (ownership in Gusto). To learn more about Gusto’s compensation philosophy and benefits offerings please view our Total Rewards Approach page.

Our cash compensation amount for this role is targeted at $127,000 – $160,000 in San Francisco and New York, and $104,000 – $132,000 in Denver & most remote locations.  Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.

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. If you need assistance or an accommodation due to a disability, you may contact us at

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