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 300,000 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.
Job Summary
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.
Key responsibilities
- 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.
Role Structure and Org Design
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.
Experience
- 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
Location and Travel
The position can be remote, and travel will be required (approximately monthly, focusing on Gusto office locations SF, NY, Denver as well as conferences, events, and customer visits
Compensation
Our compensation range for this role is $220,000 to $280,000 OTE (with a 60/40 split between base salary and target commission) in Denver and most other remote locations, and $250,000 to $315,000 OTE in San Francisco and New York City. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.Gusto 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.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 require assistance in filling out a Gusto job application, please reach out to candidate-accommodations@gusto.com.Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
