Head of Sales and GTM Operations, Gusto
$171.2-235k
Salary dependent on location
Automated payroll, benefits & HR platform
Job no longer available
Automated payroll, benefits & HR platform
1001+ employees
Job no longer available
$171.2-235k
Salary dependent on location
1001+ employees
Company mission
To grow the small business economy.
Role
Who you are
- 10+ years of progressive experience in GTM Operations, Sales Operations, or a related field, with at least 5+ years in a leadership role
- Proven track record of successfully building, scaling, and optimizing revenue operations functions in a high-growth SaaS or technology environment, with direct experience supporting Sales, Marketing, and Partnerships across Sales Operations, Marketing Operations, and Tooling & Systems
- Deep expertise in CRM systems (e.g., Salesforce) and other revenue technology stacks, including marketing automation (e.g., HubSpot), sales engagement platforms, and data visualization tools (e.g., Tableau)
- Exceptional analytical skills with the ability to translate complex data into actionable insights and strategic recommendations
- Strong understanding of the entire customer lifecycle, from demand generation to customer retention, and how each stage contributes to revenue
- Demonstrated ability to drive cross-functional prioritization, alignment, and collaboration
- Excellent communication, presentation, and interpersonal skills, with the ability to influence and build rapport with stakeholders at all levels
- Strategic thinker with a proactive and problem-solving mindset, comfortable operating in a fast-paced and evolving environment
- Bachelor's degree in Business, Finance, or a related field. MBA is a plus
What the job involves
- We’re looking for a Head of Sales and Go-To-Market Operations to lead and empower our Sales and GTM Operations team
- The Head of Sales and GTM Operations will drive effectiveness and efficiency of our revenue generation processes within Go-to-Market
- In this pivotal role, they will be focusing on optimizing sales operations, driving data-driven decision-making, and scaling the overall performance of our revenue-generating operations to support Gusto's continued growth
- This leader is responsible for scaling our revenue-generating processes to optimize and enhance our GTM teams’ performance
- This leader will build necessary systems, support RTM strategies, and ensure cross-functional alignment (with Direct / Indirect Sales, Marketing, Expansion Sales, Benefits Sales, R&D, Growth, Partnerships, Finance and more) to achieve scalable growth
- Strategic Enablement & Alignment: Develop and execute a comprehensive Sales and GTM operations strategy that aligns with Gusto's overall business goals and growth targets
- Foster strong collaboration across Sales, Marketing, Partnerships, and Growth, providing the operational frameworks and insights they need for a unified go-to-market approach and seamless customer journey
- Sales Operations Leadership: Lead and optimize all aspects of Sales Operations, including territory design, quota setting, pipeline management, sales forecasting, and overall sales process efficiency
- Provide the sales team with the processes and data they need to perform effectively
- Responsible for business as usual support, reporting, and implementing initiatives defined by strategy
- Efficiency, Effectiveness, and Productivity: Embedding AI capabilities across all RevOps pillars - tooling, analytics, enablement, comp, and sales execution
- Leads AI strategy, automation adoption, and future-of-work transformation for rev org
- Partnership Operations Support: Provide critical operational support for our Partnerships team, optimizing processes, reporting, and systems to ensure scalable success and growth from our partner channels
- Tooling & Systems Ownership: Oversee the administration, optimization, and integration of all revenue-related tooling and systems, including CRM (e.g. , Salesforce), marketing automation platforms, sales enablement tools, and compensation platforms
- Evaluate and recommend new technologies to enhance productivity and effectiveness across Sales, Marketing, and Partnerships
- Team Leadership & Development: Build, mentor, and lead a high-performing Sales and GTM Operations team
- Foster a culture of continuous learning, data-driven thinking, and operational excellence within the team
- Cross-Functional Collaboration: Act as a critical liaison between revenue teams and other departments such as Growth, Finance, and Data ensuring alignment and smooth execution of initiatives
- AI Evolution, Market & Competitive Intelligence: Understand how AI is transforming the revenue teams today and implement systems and processes that are AI driven
- Stay abreast of industry trends, market changes, and competitive landscapes to proactively adapt revenue strategies and operations
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 400,000 customers and a multi-billion dollar valuation. And 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 has seen it reach key profitability benchmarks. It continues to expand its platform, most recently partnering with Parafin to launch a payroll line of credit for small businesses. With a growing suite of services and a clear focus on supporting small businesses through changing economic conditions, Gusto looks set to sustain its momentum and further strengthen its position in the HR and payroll technology market.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.3m
Company benefits
- Health and Wellbeing: Medical, dental, and vision insurance for employees and dependents. Family care and support, including family planning and fertility benefits. Gender-affirming care and support. A variety of mental health resources.
- Time Away: It's important to take time away for yourself or to take care of your family. Gusto offers paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more!
- Free meals and refreshments: If you work at one of our offices, enjoy food, drinks, and snacks— on us. Conversation and community is an added bonus!
- Perks:
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(Co-Founder & CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(Co-Founder & 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
(Co-Founder & 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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 57 more jobs at Gusto