Indirect Channel Sales Analyst

About Gusto

At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff—like payroll, health insurance, 401(k) s, and HR—so owners can focus on their craft and customers. With teams in Denver, San Francisco, and New York, we’re proud to support more than 400,000 small businesses across the country, and we’re building a workplace that represents and celebrates the customers we serve.

Learn more about our Total Rewards philosophy.

The Revenue Operations team at Gusto is a full-stack team responsible for data, analytics, and operational excellence in pursuit of scaling our revenue growth. The Go-To-Market Analytics team is one functional area, responsible for defining and owning the metrics for scaling our Sales teams.

Gusto is looking for an Indirect Channel Sales Analyst to optimize our analytics, strategy, and insight generation for our partner route to market. Gusto is highly invested in acquiring customers through its broader partner ecosystem and optimizing its sales motions to ensure the optimal partner and customer experience. In this role, your primary stakeholders will range from Revenue Operations to Sales Leadership and frontline sales.

The Analyst will utilize data to drive actionable insights that enhance sales productivity, customer experience, and Gusto’s overall acquisition targets.

This role will report to the Head of Go-To-Market analytics, and partner closely with the Revenue Operations, Data Science, and Product teams.

• Stakeholder Partnership & Requirements Definition: Establish relationships with stakeholders to identify business needs, and scope and deliver data products that address those needs.
• Sales Forecasting & Performance Measurement: Build and maintain sales forecasts and define KPIs to measure business health and operational efficiency.
• Sales Productivity & Channel Insights: Utilize data to generate actionable insights that enhance sales productivity, including visibility into quota setting and attainment, incrementality of sales touchpoints, and channel penetration.
• Indirect Channel Strategy & Roadmap Delivery: Deliver against a long-term roadmap to support strategic success in Gusto’s indirect acquisition efforts.
• Executive Insights & Thought Partnership: Serve as the primary owner of insights and a thought partner to sales leaders across the organization.

• Analytics Experience & Business Exposure: 5+ years of experience in an analytics role with exposure to business and finance stakeholders.
• SQL Proficiency (Required): Strong, hands‑on SQL fluency required. Ability to confidently write clear, correct queries to answer business questions. SQL skills will be evaluated via a live SQL exercise.
• Data Visualization & Warehousing: Experience with data visualization and data warehousing technologies, including Tableau, Looker, and Snowflake.
• Modeling & Analytical Tooling: High aptitude and enthusiasm for solving complex business problems through modeling and analysis using tools such as Excel or GSuite.
• Autonomy & Execution: A proactive, autonomous problem‑solver able to work independently with strong attention to detail, manage ambiguity, and navigate resource dependencies and timelines to optimal outcomes.
• Communication &
  
  Collaboration:
  
  Strong communication and collaboration skills, with the ability to distill technical or complex topics into clear, concise explanations for senior leaders and business stakeholders.
• Analytical Foundation: Education or equivalent work experience in an analytical discipline or related technical field.

Our annual salary compensation range for this role is $160,000 - $180,000 in San Francisco & New York, and $132,200 - $148,000 in Denver, Atlanta, Las Vegas, and Phoenix. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.

Gusto has physical office spaces in Denver, San Francisco, and New York City. 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). The same…