Head of Gusto Pro Sales, Gusto
$250-315k
OTE
With a 60/40 split between base salary and target commission
More information about location
2-3 days a week in office
Automated payroll, benefits & HR platform
Job no longer available
Automated payroll, benefits & HR platform
1001+ employees
Job no longer available
$250-315k
OTE
With a 60/40 split between base salary and target commission
More information about location
2-3 days a week in office
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- Minimum 10 years relevant sales experience with 7+ years managing sales teams
- Track record growing sales-led channel businesses in a leadership position including specific contributions and responsibilities for sales talent, tactics, and performance
- Multi-model sales leader who can guide teams with different account segmentation ranging from strategic accounts down through mid-market and smaller accounts
- Mathematical mindset with an orientation on repeatability
- Experience with accounting professionals or franchise distribution a plus
What the job involves
- Gusto is seeking a new experienced Sales Leader with a track record as a cross-functional leader and change agent to expand our channel distribution strategies with an eye toward larger, more strategic go-to-market motions designed to increase market share via levered distribution networks
- Gusto Pro revenue consists of revenue generated from new and existing Gusto customers co-owned by our channel distribution partners, including our largest channel business: Accounting Firms. The mandate is to maximize our existing channels and build for new ones
- Sales Leadership: Empowers high performing sales teams (3rd line leader) across the lifecycle of accounts from Sales Development to Acquisition to Account Management / Expansion. Manages dedicated and strategy account functions, and builds new teams to tackle new channels
- Hires brilliantly and develops consistently; aggressively delivers results and sets consistent, data-driven expectations for managers and ICs within the org
- Sets the tone and facilitates successful change management
- Collaborates seamlessly with strategy operations and enablement functions
- Speaks authoritatively cross-functionally and at all levels of the company regarding overall performance of the channels, inclusive of but not limited to sales tactics and outcomes
- Serves as main evangelist and advocate for channel partners interests, seeking relationships in industry to enhance partnerships and derive insights
- Sales Standards, Process, and Operations: Beyond simply leading a sales organization, invent and iterate winning sales tactics and collaborate with strategy sales operations, enablement, compensation, people team, and finance to improve sales performance and contribution
- Sales Planning & Forecasting: Collaborating with operations, analytics, and finance, contribute to sales plans and forecasts that set aggressive but achievable targets, with clearly identified levers and tactics
- Increases predictability in sales forecasting, incorporating historical data, market analysis, and pipeline metrics
- Feedback Loop & Strategic Planning: Serves as a conduit and voice of the seller to our Gusto Pro and other product teams by measuring and curating channel partner needs
- Collaborates with PMM, finance, and analytics to quantify and validate opportunities ranging from feature development to pricing and packaging
- Selling and External Relationships: Evangelizes the Gusto Pro product and ecosystem of solutions across channels both existing and new
- Thought leader with executive presence, ability, and interest to represent Gusto at accounting and additional channel industry events
- Leader with extensive product/industry knowledge and sales experience to unblock and influence new and existing accountant and channel relationships to win and strengthen strategic and enterprise accounts
- This role reports into Gusto’s Head of Subscription Sales (reporting into our CRO). Key partners with aligned goals include our head of product for channel partners (“Gusto Pro”), head of advanced customer service, and head of finance
- This role will have accountability for approximately 30% of Gusto’s new annualized recurring revenue growth (ARR). The team will have 2-3 sales teams managed by 2nd line sales directors on day 1, with potential for more to build. The team on day 1 will have approximately 60 total team members
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
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 values
- Embody a service mindset - Never stop advocating for the needs of others
- Dream big, then make it real - Be ambitious. Show and do, rather than tell and talk
- Be proud of the how - Ensure deep integrity in everything you do
- Embrace an ownership mentality - Take initiative to leave things better than you found them
- Debate then commit - Share openly, question respectfully, and once a decision is made, commit fully
Company HQ
Central Waterfront, San Francisco, CA
Articles
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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