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Posted about 2 months ago
Requirements and responsibilities
About GustoAt Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location.AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.The OpportunityGusto Embedded Payroll (GEP) is one of Gusto's highest-growth bets — a platform business that enables software companies to offer Gusto-powered payroll directly within their own products. We're looking for a Head of Partner Growth to lead the team responsible for making our embedded partners successful: driving go-to-market execution, growing partner revenue, and building the operational and strategic frameworks that will scale this business toward $100M+.This is a player-coach leadership role. You'll manage a cross-functional team spanning Partner Success Management (PSM) and Partner enablement— while also staying deeply hands-on with our most strategic partner relationships. You'll own the partner growth playbook end-to-end: from GTM planning and launch sequencing through ongoing optimization, escalation management, and executive relationship development.Gusto's partnerships organization focuses on evaluating and executing strategic partnerships in new categories. Gusto Embedded Payroll allows us to bring our people platform to thousands more businesses than those we serve directly and will play a key role in Gusto's growth.What It's Like to Work in This RoleLead & DevelopBuild, lead, and develop a high-performing team of Partner Success Managers and Partner EnablementSet the operational rhythm for the partner growth function — including planning cadences, escalation workflows, and performance managementCoach team members on partner strategy, executive communication, and cross-functional navigationDrive Enablement with the ideation, creation, and execution of enablement frameworks and materials.Drive AI fluency across the team — embedding AI tools and workflows into day-to-day partner operations, GTM planning, and internal knowledge management to accelerate output and decision qualityStrategize & PlanOwn the partner growth strategy across the GEP portfolio, including partner segmentation, prioritization, and resource allocationDevelop and maintain per-partner operating plans with clear success metrics, in collaboration with Product, Engineering, Marketing, and Sales EnablementBuild repeatable GTM playbooks — covering co-marketing motions, sales enablement, content roadmaps, and launch sequencing — tailored to each partner's distribution model and ICPTranslate portfolio-level data (revenue, attach rates, funnel performance) into strategic narratives for leadershipOperate & ExecuteDrive success for our partners and their end customers through adoption, activation, and retention of Gusto-powered embedded productsOwn the full marketing funnel and sales motion with partners — from top-of-funnel demand generation through conversion, onboarding, and expansionManage complex, high-stakes partner relationships directly — including contract negotiations, executive escalations, and cross-functional alignment on roadmap prioritiesLead partner incident response and escalation management with structured, cross-functional workflowsBuild for ScaleCreate and expand the feedback loop between partners, their end users, and Gusto's internal product, marketing, engineering, and operations teamsDesign frameworks, templates, and processes that enable the team to manage a growing partner portfolio without linear headcount growthIdentify and implement AI-powered workflows and tools that improve team efficiency, partner reporting, and knowledge managementWhat We're Looking For12-15 years of experience, with 8+ years in a people management role and 7+ years in partner-facing or channel-facing rolesPartner-side perspective: has operated on the partner or channel side of the table — understands how partners evaluate, prioritize, and activate embedded or referral relationshipsFarmer mentality: wired to grow and deepen existing partner relationships through trust-building, strategic account planning, and proactive expansion — not just hunting new dealsMethodical operator: builds repeatable playbooks, escalation frameworks, and operational rhythms rather than relying on one-off heroics. Strong systems thinkerGTM playbook experience: hands-on experience building go-to-market plans from scratch — including co-marketing, keyword strategies, content roadmaps, and launch sequencingFull-funnel fluency: understands the complete marketing and sales journey from demand gen through conversion, activation, and retention. Can diagnose where a partner motion is leaking value and prescribe the right interventionAI fluency: actively uses AI tools (e.g., LLMs, automation platforms) to accelerate workflows, improve decision quality, and build team capability. Comfortable leading an AI adoption agenda within a teamExecutive communicator: strong ghostwriter and strategic communicator who can represent the partnership function credibly with C-suite stakeholders — both internally and at partner organizationsStrong sense of ownership and resilience: thrives in ambiguity, takes initiative, and drives outcomes without waiting for permissionExceptional written and verbal communication: can shift register fluently between partner-facing emails, internal Slack, leadership documents, and board-level narrativesStrong Nice-to-HavesExperience with embedded or platform business models (APIs, developer tools, B2B2B)Knowledge of payroll, HR tech, or fintech software ecosystemsExperience managing partner P&Ls, cost-to-manage models, or portfolio-level financial analysis"Gets" the building-mode opportunity — has scaled a partner function from early stage, not just inherited a mature programCompensationOur cash compensation amount for this role is targeted at:$230,215 - $270,500 in San Francisco, CA; New York, NY$195,745 - $230,000 in Denver, CO; Phoenix, AZ; Atlanta, GA; Chicago, IL; Las Vegas, NVIf you are outside of the geographic areas above, your application will not be considered at this time. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.Work Location / Office ExpectationsGusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role).The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale. Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.Equal OpportunityGusto 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.
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