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 100,000 businesses nationwide.

Business Development helps our customers succeed through partnerships with a focus on technology partners.  Gusto is looking for a Head of Partner Management to lead the team in charge of managing and growing Gusto’s technology partners, including smaller partners to the largest growth partnerships.  As a member of the Business Development leadership team, you’ll play a key role in defining our Partner Management strategy, cultivating relationships with key internal and external executive stakeholders across Gusto’s largest partners, and executing on expansion opportunities that drive meaningful revenue growth for the company.  You’ll be responsible for both the relationship management and long-term success of these partners, including any future business development initiatives. 

This is a highly collaborative and cross-functional role, interacting heavily with engineering, product, design, support, and marketing teams. You’ll need to be able to quickly create meaningful relationships both internally and externally. We value creative thinkers, driven, collaborative, and action-oriented individuals.

Here’s what you’ll do day-to-day:

• Develop and execute a compelling partner management strategy that drives success for Gusto, our partners, and customers over the long term
• Shape our partner management strategy and building repeatable processes and scaled engagement models
• Drive meaningful revenue growth and opportunities across Gusto’s technology partners
• Be the primary point of escalation and leader for a growing number of partners
• Identify trends and expand the scope of your partnerships for continuous partnership growth
• Lead discussion across other functional teams within Gusto including Product, Engineering, Marketing, Support, Legal, and Finance to execute on various opportunities
• Think strategically about new business models, and product integrations with the ability to build and convey compelling value propositions and drive innovation through our partners

Here’s what we're looking for:

• At least 10 years in relevant business development, channel, partner, alliances management positions for a SaaS or software company
• Proven track record in working with partner organizations
• Experience leading partner management teams
• Experience signing complex partnerships deals with large companies
• Experience working cross-functionally and managing multiple stakeholders (across Product, Engineering, Marketing, Support, Legal, and Finance)
• Experience in ad-tech or marketplaces preferred
• Strong attention to detail and ability to prioritize effectively
• Experience making things happen in a fast-paced, dynamic environment
• Exceptional negotiating skills, as well as proven business and financial acumen

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 need assistance or an accommodation due to a disability, you may contact us at [email protected].