Head of Indirect Go-To-Market, Gusto
Accountants, Gusto Pro
Automated payroll, benefits & HR platform
Be an early applicant
Automated payroll, benefits & HR platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- This senior leadership role demands an individual who can devise innovative strategies and inspire their successful implementation across a complex ecosystem
- Systems thinker / analytical / engine builder mindset: A holistic approach to growing revenue and building scalable partner ecosystems; understands how to leverage various GTM motions in concert
- Business builder mindset: Implements innovative strategies to improve acquisition and growth, with a strong focus on reducing CAC and increasing ACV through partner leverage
- Driver: Drives change, takes risks, and does not default to conventionalism or simply optimization
- Strategic & Analytical Prowess: Ability to develop a compelling long-term vision for the accountant channel, translate it into actionable plans, and consistently leverage data/analytics for decision-making
- Deep Channel & GTM Expertise: Extensive experience in B2B SaaS indirect sales, comprehensive channel development, and sophisticated GTM strategy. Demonstrable experience within, or directly targeting, the accounting industry is highly preferred
- Influence & Stakeholder Management: Proven ability to build strong, collaborative relationships and drive alignment with senior internal and external stakeholders, often without direct reporting lines. "Influencing without authority" is a critical competency
- Results Orientation & Execution Excellence: Consistent, demonstrable track record of achieving and exceeding ambitious targets in a dynamic, fast-paced environment
- Ecosystem Leadership: Ability to inspire and guide accountant partners and internal Gusto teams towards a shared vision for channel success
- Financial & Business Acumen: Strong understanding of SaaS metrics, channel economics, P&L management, sales funnels, pipeline management, and ROI optimization (MRR, ARR, CAC, LTV as applied to channel dynamics)
- Significant experience as a GTM leader focused on indirect/channel sales in a successful, at-scale, multi-product B2B SaaS company
- Likely Background: Senior roles in Channel Sales/Partnerships or Business Development within a channel context
- SMB GTM experience / SMB market expert
- Proven success building net new revenue through partners
- Deeply customer-obsessed, with a genuine passion for SMBs and the accounting professionals who serve them
- Proven ability to lead and inspire, empowering both internal teams and external partners
- An exceptionally clear, effective, and coherent communicator
- Embodies Gusto's values and is committed to continuous improvement and fostering an inclusive workplace
- When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required
What the job involves
- The Gusto Pro GTM team is a dynamic and high-performing group focused on building lasting partnerships with leading accounting firms
- The Head of Indirect GTM (Accountants) for Gusto Pro will lead the strategy to significantly grow our business through accounting partnerships
- This senior leader is responsible for architecting and spearheading the significant expansion and impact of this channel, ensuring its contribution to Gusto Pro's overarching success is both substantial and sustainable
- This role involves further developing the accountant channel as a powerful customer acquisition engine by leveraging accountants' networks and their trusted advisor status with SMBs
- You will build the necessary infrastructure, devise sophisticated strategies, and foster robust cross-functional alignment (with Indirect Sales, Marketing, Gusto Pro Product, RevOps, Finance, and more) to achieve scalable growth
- Your work will be pivotal in integrating the accountant channel strategy within Gusto's broader GTM framework to accelerate market share, efficiently acquire customers at scale, and enhance Gusto Pro's brand reputation
- Develop, articulate, and spearhead the execution of a comprehensive indirect GTM strategy tailored specifically for Gusto Pro via accounting professionals
- Continuously refine Gusto Pro's value proposition to resonate powerfully with different segments of the accounting community
- Design, implement, and iteratively optimize comprehensive partner programs (e.g., partner tiers, financial incentives, co-marketing funds, enablement resources) ensuring they are competitive, motivating, and deliver measurable ROI
- Architect a sustainable, thriving partner ecosystem focusing on scalable processes for recruitment, enablement, performance management, and fostering partner loyalty
- Spearhead strategies for the identification, recruitment, onboarding, and activation of high-potential accountant partners aligned with the IPP
- Develop and manage ongoing support, training, resources, and marketing materials to ensure partner success
- Establish a clear framework of Key Performance Indicators (KPIs) and robust reporting mechanisms to monitor, analyze, and drive accountant channel performance (e.g., Partner Acquisition/Activation Rate, Partner-Sourced MRR/ARR, CAC, LTV)
- Implement data-driven strategies for continuous improvement and scaling, using performance data to adjust strategies and optimize results
- Champion the indirect GTM vision internally, leading through influence across Marketing, Sales, Product, Customer Success, Finance, and Legal to ensure cohesive strategy execution and operational alignment
- Ensure brand alignment across all partner communications and activities
- Lead Strategic Growth: Take the helm of a critical growth area, significantly impacting Gusto Pro's success by expanding our accounting partnerships
- Build a Customer Acquisition Engine: Develop and scale the accountant channel into a reliable and powerful engine for acquiring new SMB customers
- Drive Cross-Functional Impact: Collaborate closely with leadership across Marketing, Sales, Product, Finance, and Operations to achieve ambitious goals
- Work Alongside Experienced Leaders: Gain a bird's-eye view of a scaling business and partner with seasoned technical, product, and business leaders
Our take
For many small businesses, vital administrative tasks such as payroll, taxes, and benefits are manual tasks that take time and energy which many SMB owners don’t have. The three co-founders of Gusto – all coming from small business backgrounds – collaborated on a Fintech company that would handle employee payments, benefits administration, and compliance support specifically for small businesses.
The company may have started slowly, as the founders focused on nailing each individual aspect of Gusto’s operations, but has now skyrocketed to unicorn status with more than 200,000 customers and a multi-billion dollar valuation. In 2021, Gusto began acquiring other companies to strengthen its offering and its position in a competitive market, including two other fintech startups, Ardius and Symmetry.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. Although Gusto has found itself impacted by the macroeconomic situation, through the significant effect it has had on its clientele, the company still appears positive for the future after raising funds in 2023 that will see it reach key profitability benchmarks. It continues to consolidate its platform, for example by integrating with OpenComp to grant its users access to the company's Compensation Intelligence Platform.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.1m
Company benefits
- Comprehensive medical, dental, and vision benefits, plus a variety of mental health resources
- Flexible vacation - Gusties are encouraged to take the time off they need to continue doing great work
- Fertility treatments, parental leave, pregnancy termination, caregiving, gender-affirming surgery, hormone treatments, transgender-inclusive services, and more
- If you work at one of our homebases, enjoy food, drinks, and good conversation — on us
- Celebrate 5 or 10 years at Gusto and take a month off to recharge
- Take advantage of internet, phone, commuter, and wellness stipends each month, along with a WFH stipend and cash for anniversaries
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(CPO)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo, a mobile self-service technologies company, in 2008. Co-founded Gusto in 2011.
Edward Kim
(Head of Engineering)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing, a printed photos company, in 2008. Co-founded Gusto in 2011.
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