Responsibilities
Analytics, Reporting & Forecasting
- Build, automate, and maintain reports and dashboards tracking sales performance, funnel metrics, pipeline health, SLAs, and rep productivity; maintain consistent metric definitions and clear documentation.
- Partner with RevOps, Finance, Marketing, and Analytics to produce operational reporting, revenue insights, and forecasting models for weekly forecasts, monthly reviews, and QBRs.
- Own metric definitions and data accuracy to ensure leaders can trust the numbers.
Drive AI Strategy for Sales
- Identify and prototype AI and automation tools (e.g., content generation, analytics copilots, call coaching) to reduce manual work in the sales process.
- Partner with Sales, BizTech, Product, and Enablement to integrate AI into daily sales workflows for improved efficiency and effectiveness.
- Source and lead new AI and automation projects that connect data insights to process improvements and higher rep productivity.
Process Design & Continuous Improvement
- Analyze workflows and rep performance to identify bottlenecks; recommend and implement process and automation changes to boost conversion, efficiency, and rep experience.
- Partner with Sales Enablement to document processes, create playbooks, and drive adoption of new tools and workflows.
Operational Support & Problem-Solving
- Provide day-to-day support to HI Sales leadership and reps, including ad hoc data requests, process troubleshooting, and investigations.
- Own account and territory administration (assignments, coverage, reassignments, rerouting, segment reclassification) using lead-routing and round-robin automation.
- Support territory, quota, and coverage planning, plus monthly sales-compensation reconciliation.
- Troubleshoot reporting issues, broken workflows, missing CRM data, and pipeline visibility gaps with quick, accurate fixes.
Cross-Functional Partnership & Communication
- Collaborate closely with Sales Leadership, RevOps, Finance, BizTech, and Product to maintain alignment and remove blockers.
- Translate sales challenges into clear business requirements and partner on designing solutions and lasting improvements.
- Provide regular updates to managers and senior leadership on timelines, risks, and outcomes.
- Serve as a trusted advisor, bringing structure, insight, and clarity to complex or ambiguous problems.
Requirements
- 5+ years in Sales Ops, RevOps, or similar analytical GTM role, ideally in fast-paced SaaS or fintech.
- Strong Salesforce proficiency (data issue spotting, pipeline auditing, account ownership/routing, building usable reports/dashboards).
- Analytical skills with Salesforce reports/dashboards, SQL, Tableau or Looker, and Excel/Google Sheets.
- Hands-on experience with forecasting, pipeline management, territory/quota planning on recurring cadences (e.g., weekly forecast to monthly/QBR).
- Comfort evaluating and prototyping AI/automation tools and simple workflows to boost productivity.
- Excellent written and verbal communication skills; ability to simplify complex information and create alignment from reps to directors.
- First-principles problem solver who breaks down ambiguity, tests hypotheses, and builds structured solutions.
- Highly organized and detail-oriented with ability to manage multiple projects and recurring workflows while protecting data quality.
- Strong partner to sales teams with competing, fast-changing priorities.
Preferred Qualifications
- Experience in payroll, HR tech, or SMB SaaS go-to-market motions.
- Experience supporting regulated or compliance-driven sales segments such as health insurance or benefits.
- Experience designing or implementing automations, AI workflows, or similar tooling.
- Track record building cross-functional relationships across Sales, BizTech, and Analytics.
- Experience building systems for new or evolving sales motions with comfort in fast iteration and live testing.
Compensation
Cash compensation for this role is $104,490/yr to $128,000/yr in Denver & Scottsdale and $127,430/yr to $155,000/yr for San Francisco & New York. Final offers are based on candidate location, experience, and expertise.
GustoScottsdale, AZ
