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 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. What it is like to Work with Gusto.

Our opportunity:

By growing Gusto, you will help create a world where work empowers a better life, changing the way small businesses take care of their teams with modern payroll, no-cost, low-cost, and premium employee benefits, and expert HR. You’ll serve and support the trusted advisors that make small businesses successful. You’ll help us increase the value employees get for their work, and help other companies bring Gusto’s proprietary people experiences to the businesses they serve.

Here's what you'll do day-to-day:

You’ll be a leader on Gusto’s Revenue team. You’ll take on ownership of key strategic partnerships that help Gusto reach new small businesses to support. You’ll build programs, practices, and teams as you discover new growth opportunities to extend Gusto’s impact on customers through new partnerships and channels. You’ll devise strategies, plans, budgets, and be accountable for impact alongside them, so evidence-based decision-making and influential leadership will both be key. You’ll be building new capabilities and teams for Gusto, so expert organizational design and planning is required. 

Your key partners in developing new channels will be our Employer Segment lead (similar to GMs), our marketing and sales professionals, and our finance partners. The direct teams you build and empower will complement Gusto’s existing talent base with skills attuned to the development of the channels and maximization of the partners your team manages. You will also have to influence our engineering, product, service, and design professionals to help you grow our channels with the right offerings and experiences, and co-plan and prioritize across Gusto’s different Segments and initiatives..

Your KPIs are new customers as allowable LTV/CAC. The specifics of how are yours to help us discover.

Gusto serves four customer segments which range from B2B2C to B2SMB to B2B2B. You’ll be happy and successful if you thrive in an environment of multiple marketing modalities and can leverage enough breadth from your career experience to be familiar with winning frameworks and how to empower a high-performing team. 

The functions you’ll oversee on day one include:

  • Distribution channel and partnership opportunity research, strategy, and planning
  • New channel development
  • New partner development
  • Channel growth

At Gusto, we align our work to our four customer segments: employers, accountants, employees, and platform developers. You’ll be specifically focused on discovering new and amplifying existing alternate distribution channels to get access to employers, with an emphasis on 1:many opportunities. You’ll build both through hands-on and, as you discover programs to scale, building teams and budgets to deliver maximum customer growth at allowable LTV/CAC. You’ll shepherd a culture of shared responsibility for business outcomes and impact, that scales with values.

Here's what we're looking for:

  • Lifelong learner: you may have advanced degrees from top tier universities, or come to your deep understanding of business and the human condition through other means, but you are always looking for more knowledge to leverage and share
  • Rewarding experiences: 12+ years of experience, 5+ years building and running key business strategies or departments related to market share development (could be across disciplines of business development, marketing, sales, etc)
  • Experience building and managing high performance teams
  • Business and channel growth acumen including ability to balance experimental learning with architecting sustainability; savvy about how to validate new channels and partnerships on the fl
  • Experience in regulated industries a big plus; experience with proximate industries (payroll, finserv, employee benefits, health insurance) a huge plus.
  • Impeccable communication skills, especially by always having a plan, adapting the plan, and bringing folks along on the plan
  • Facility with financial modeling, and expertise in deal negotiation and contractual terms
  • Ability to invent measurement and optimization practices tuned to various and changing tactics, giving continuous insight into performance and optimization opportunities
  • Autonomous business leader while generous as a role model and coach to the team and collaborator with leadership and cross-functional partners
  • Passionate about Gusto’s mission and the impact we can have on the world

Our cash compensation amount for this role is targeted at $174,000 to $219,000 in Denver & most remote locations, and $205,000 to $252,000 for San Francisco & New York. 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 accommodations@gusto.com. 




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Our customers come from all walks of life and so do we. We hire people from a wide variety of backgrounds, not just because it’s the right thing to do, but because it helps us to build better products, better serve our customers, and makes our company stronger. 

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