Head of Sales Data Science & Analytics

About the role

Gusto is seeking a Senior Data Science Leader to empower the Sales Data team. This role requires a combination of strategic vision and execution, guiding the team towards advanced forecasting capabilities and analytical rigor.

Responsibilities

• Drive vision for and champion a team of data scientists and analysts to deliver impact across customer acquisition and product expansion sales teams.
• 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.
• Partner with key stakeholders including the Chief Revenue Officer, Sales Operations, Data Engineering, and the Service Platform team to align on a shared data and infrastructure roadmap.
• Evolve forecasting capabilities by incorporating more rigorous analytics methods such as propensity scoring, better seasonality controls, etc. Enable self-service analytics with AI.
• Recruit, mentor, and develop a high-performing, proactive analytics team, shifting the culture from reactive query fulfillment toward strategic analysis.
• Identify opportunities where deeper technical solutions could accelerate revenue-driving analytics and proactively bring the right partners into the conversation.

Requirements

• 10+ years of experience in data science or related fields, with at least 4+ years leading a growing analytics team.
• Leadership with a Builder Mindset: Inspiring and developing teams while maintaining a "roll up your sleeves" attitude.
• Statistical and causal inference expertise: Strong command of experimental design, causal reasoning, and quasi-experimental methods (e.g., difference-in-differences, synthetic control, regression discontinuity, propensity score matching).
• Revenue data systems expertise: Deep experience working with Salesforce data at scale, including understanding data extraction strategies, CRM-to-warehouse reconciliation, and the challenges of treating Salesforce as a source of truth.
• Infrastructure-first mindset: Proven track record of inheriting messy, tech-debt-laden data environments and rebuilding foundations with long-term scalability in mind.
• Technical depth: Strong SQL skills, hands-on experience with dbt and Snowflake, comfort navigating transformation logic across multiple layers, and ability to mentor analysts on best practices.
• Sales and revenue domain knowledge: Strong understanding of pipeline management, forecasting, quota and attainment tracking, acquisition and expansion motions, and cross-sell/upsell analytics in a multi-product SaaS environment.
• Cross-functional partnership: Ability to negotiate priorities and drive shared roadmaps with platform engineering, data engineering, and sales operations teams.
• AI-forward orientation: Clear-eyed view of how AI tooling is reshaping the analyst role, understanding the importance of statistical rigor, causal thinking, and the ability to answer questions that can't be solved with a dashboard.

Qualifications

• Proven track record of successfully building and leading analytics functions in a high-growth SaaS or technology environment.

Skills

• Strong communication skills: Experience presenting infrastructure roadmaps and analytical insights to executive stakeholders, translating complex data system challenges into clear business terms.

Benefits

• Competitive base pay, benefits, and equity (RSUs) for full-time employees.

Pay

• Annual base salary compensation range for this role is $218,000 - $255,000 in San Francisco & New York, and $185,000 - $217,000 in Denver.

Schedule

• Employees who are based in Gusto's physical office spaces in Denver, San Francisco, or New York City will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role).