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.
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About the Role:
Gusto has the trust of 14,000+ accounting firms to serve their small business customers. We're looking for a full-stack and growth-oriented Product Marketing Lead to drive the strategy and execution of cross-selling a range of Gusto products to and through this accountant channel to their clients (aka small-medium size businesses) who are oftentimes the end users of our products. This will be a senior individual contributor role that owns the business success of an important growth pillar for Gusto.
Here’s what you’ll do day-to-day:
- Understand the Market and Customers: Identify unmet/underserved accountant partners and their client's customer needs and develop an ideal customer profile and segmentation for each cross-selling product. Evaluate market trends, competitive landscape, and customer feedback to support product roadmap development and identify GTM path to commercial success.
- Create Positioning, Messaging, and Packaging: Articulate who we serve, how we are differentiated and deliver value, and develop value propositions and messaging for both accountants (aka channel partners) and their clients (end users). Contribute to packaging and promotion development based on market, customer and competitive insights.
- Deliver Go-to-Market Strategy and Business Impact: Use insights on how to reach target customers across their buying journey to design go-to-market strategies that hit metrics that matter, including leads, attach, and revenue targets. Work closely with Revenue teams (Sales, Marketing, Revenue Operations) to plan and execute GTM campaigns, and ensure market penetration and growth.
- Strategy and Planning: Serve as the connective tissue between GTM, multiple Product teams, and other cross-functional teams to drive strategy, goal setting, execution, and business performance measurements. Track to ensure we are delivering against commitments on a monthly, quarterly, and annual basis.
Here’s what we're looking for:
- 10+ year track record of success driving product launch, adoption, and cross selling strategies and execution of significant scale and complexity. 8+ years in PMM.
- Experience using customer insights and data to inform segmentation, buyer personas, messaging, competitive positioning, packaging recommendations, and go-to-market plans.
- Experience in driving product adoption without being part of the team that owns the product experience.
- General management mindset, accelerated at driving strategic alignments in a matrix organization, exceptional cross-functional collaboration and leadership, and the ability to communicate effectively with senior leadership teams.
- Strategic thinking, analytical skills, combined with a “roll up the sleeves” doer attitude.
Our base salary cash compensation range for this role is $152,000 to $175,000 in Denver and most other remote locations, and $187,000 to $210,000 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. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.Gusto takes security and protection of your personal information very seriously.
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