Head of Revenue Analytics

About Gusto

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 400,000 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 . 

About the Role:

As the Head of Revenue Analytics at Gusto, you will lead a critical function responsible for using data to measure, analyze, and optimize the drivers of our Go-to-Market revenue. Reporting to the Head of Revenue Operations, you will be a strategic partner to our GTM and Product teams, using a deep understanding of customer behavior and market trends to drive growth, retention, and profitability.

You will lead a team of Gusties responsible for revenue forecasting, marketing analytics, and customer expansion insights, working cross-functionally with Sales, Marketing, Finance, Data, and Product to guide Gusto’s growth strategy. The ideal candidate is an exceptional data leader who can balance strategic vision with hands-on analytical work — someone equally comfortable shaping forecasts at the executive level and rolling up their sleeves to build reports or run ad-hoc analyses when needed.

What You'll Do:

• Strategic Leadership: Develop and execute a comprehensive revenue analytics strategy that aligns with GTM’s overall business goals. Partner with GTM and R&D leaders to provide the data and insights needed to make informed, data-driven decisions.
• Forecasting & Planning: Lead the design and execution of revenue forecasts across acquisition, expansion, and retention. Provide Finance and GTM leaders with accurate, transparent, and actionable views of performance.
• Marketing Analytics: Drive analysis of acquisition efficiency, ROI, attribution, and customer lifecycle value to optimize spend and guide strategic bets.
• Customer & Retention Insights: Deliver churn, retention, and CLV analysis to inform strategies for engagement, upsell, and long-term profitability.
• Insights and Recommendations: Conduct deep-dive analyses to identify revenue drivers and anomalies. Translate complex data into clear, actionable insights and recommendations for senior leadership and cross-functional partners.
• Quota & Budget Alignment: Partner with Finance and GTM leaders to support quota setting, budget allocation, and performance tracking.
• Data Products & Infrastructure: Build and scale datasets, dashboards, and tools that provide self-serve access to revenue insights while ensuring data quality and consistency.
• AI-Driven Analytics: Evaluate and apply AI/ML techniques to enhance forecasting, attribution, and customer lifecycle modeling. Stay ahead of emerging AI tools that can drive efficiency and accuracy in revenue analytics.
• Cross-Functional Collaboration: Serve as a critical partner to Sales Ops, GTM Analytics, Marketing Ops, and Finance in aligning data and insights across the funnel.
• People Empowerment: Recruit, mentor, and develop a high-performing analytics team. Foster a culture of curiosity, analytical rigor, and operational excellence to deliver impact across the business.

What We’re Looking For: 

• 12+ years of experience in analytics, forecasting, or revenue strategy, with at least 5+ years in a leadership role.
• Leadership with a Builder Mindset: A dynamic leader who inspires and develops teams while maintaining a “roll up your sleeves” attitude — able to step into the details when needed to build reports, run analyses, and troubleshoot.
• Analytical Expertise: Strong analytical skills with expertise in data analysis and visualization tools (e.g., SQL, Tableau, Power BI). Experience with financial and marketing forecasting models.
• SaaS/Growth Background: Proven track record of successfully building and leading analytics functions in a high-growth SaaS or technology environment.
• Technical Skills: Familiarity with various data sources and technologies, including Salesforce, marketing automation platforms, and data warehouses.
• AI Fluency: Awareness of how AI/ML is transforming analytics, with the ability to partner with data science and engineering teams to pilot and operationalize AI-driven approaches. Skilled at discerning when AI adds value and when traditional methods are more appropriate.
• Business Acumen: Deep understanding of the entire customer lifecycle, from acquisition to retention, and how each stage impacts revenue.
• Communication & Influence: Excellent communication and presentation skills with the ability to distill complex data into clear, actionable insights for both technical and non-technical audiences.

Compensation

Our annual cash compensation range for this role is $201,200 - $235,000 in San Francisco & New York, and $171,200 - $200,000 in Denver. 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 office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas. 

When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.

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. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.

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Personal information collected and processed as part of your Gusto application will be subject to  Gusto's Applicant Privacy Notice .